Startup vendor focused on developing knowledge management system (KMS) with AI, GenAI (LLM, RAG) and LMS features and a multi-channel customer support platform (BPM-powered CX solution). Main responsibilities: - sales strategy and sales management, pipeline management; - lead generation strategy; - marketing events (conferences, webinars, joint activities with partners, sales kit, etc.); - management of key projects; - development of a partner network; - team management; - exploring new markets; Achievements - sales launch from scratch - successful product launch - product ranks among the leaders in independent market research - professional sales team has been formed - organic double/tripple-digit sales growth annually (2024/2025 +150%)

Start-up consulting company with the focus on software license audit services (compliance). Successful projects in: Telecom, Finance, Oil and Gas, Retail

New business development role for Federal Government finance sector (Central Bank, Federal Treasury, Ministry of Finance, Accounting Chamber), which is not traditional for the typical Teradata solutions. Achievements : - Based on the result of the negotiations with the customer developed prototype of e-procurement solution for Federal Treasury (zakupki.gov.ru) which is focused on the simplification and transparency of the procurement process. The first phase of the project should start in 2016 and continue it’s development in 2017-2018; - Developed and negotiated with Federal Treasury concept of Analytical DWH based on Teradata and Hadoop technology, intended to become common infrastructure for the different analytical applications and data-management services; - Due to the trends of import substitution managed to start negotiations about wraping Teradata into solutions of local suppliers and developers. Key-words: Teradata EDW, Hadoop, Aster, BI, Analytics

Team: 4-Sales, 1-Partner Sales, 4-Technical Presales Starting as individual contributor (with almost Zero market share for IBM Enterprise Content Management (ECM) software in RCIS) by regular targets overachievements managed to organize the sales team to get market share and to overachieve the constantly growing sales targets. Focus on development of direct/business partners driven sales channels and team members skills growth. Building the deals pipeline and control over it's fulfillment. Leading and supporting key projects from early pre-sales stages till the stage of implementation and support of the implemented systems. Key Achievements: - more than 20 times revenue growth (from 2007 to 2014); - strong sales team created; - creation of partners network – 3 in 2007, more than 100 by the end of 2014; - in spite of the financial crisis environment in 2009-2014 managed to overachieve targets for every year; - personally responsible for the largest ECM projects on RCIS market (>250KUsers); - personally responsible for the 95% of the BIG ECM deals (>1MUSD) in RCIS; - successful new products launch on the RCIS market (IBM FileNet, DataCap and Watson Analytics); - achieved very high win rate >65% of the potential leads. Awards: 2009 – Golden Circle Award; 2010-2013 Hundred Percent Club Award; 2013 – Competitive Win Award. Additional information Team management activities: - defining sales strategy; - priorities setting and projects validation; - territory roadmap planning and forecasting; - regular reporting; - deals pipeline management; - development of sales plays and implementation among team members; - individual planning, coaching, mentoring and giving feedback to the team members; - hiring and firing; etc. Sales activities: - search and development of new opportunities; - development of sales plays, international and specific for RCIS market; - project’s facilitation from early pre-sales stage till the post-implementation ; - direct negotiations with the customers; - competitive analysis and positioning; - regular enablement of IBM Customer Representatives and partners. Solutions delivery: - control over successful implementation; - project team orchestration; - problem resolution with win-win approach; - translation business requirements into technical tasks; - search of the most relevant delivery team in case of lack of internal resources; - involvement into complex and large scale projects, at least as quality assurance, project management, IT-audit services provider and so on. Development of partners network: - attracting new partners to the IBM ECM community; - establishing regular partners enablement sessions to improve partner's skills and competence; - organizing joint co-marketing events and activities; - establishing knowledge transfer channels from WW experts to the local partners. Marketing activities: - achieved brand awareness and recognition by RCIS market; - participation and presentations on public marketing and PR events; - achieved organization of the demand generation events on regular basis, to increase pipeline and brand recognition; - developed of IBM ECM "go to market" strategy, negotiated it with WW team and achieved great results by applying it; - writing\editing articles for the industry specific magazines.

Sales of software, hardware, services. Project management. Vendors negotiations. Project example: Mary Kay company - created the first of a kind complex project for scanning and OCR paper forms with handwritten filling (up to 50,000 forms per day) based on ABBYY FormReader and Highspeed scanners Scamax + additional server equipment from HP. Was driving this project combining different roles - identifier. demand creator, budget negotiator, vendor negotiations, project manager and even IT-architect/

Sales of legislation database "Garant" to the various kinds of customers.

Development of visualization modules for the complex solution of battlefield simulation and decision making.