Oil and gas sector

3rd party vendors, major System Integrators

• Managed sales activities with Channel team for various projects (20 channel representatives across Eastern Europe including RCIS). Raised revenue in 2.5 times within 1 year for the SAP HANA projects. Identified over 200 leads with closing over 30 deals quarterly. • Was responsible for growing sales of IT solutions based on new technologies on Linux/Power: SAP HANA, Open Source applications, Blockchain, Nutanix on Power and local ISVs. • Organized and delivered more than 30 customers and business partners’ seminars, workshops for leads generation and solution positioning. Within 4 months created awareness and generated first Nutanix on Power deal for about $100k. • Designed and implemented more than 12 special promotion sales programs for distributors, business partners and end users. Raised the additional revenue $5-$10M quarterly. • Defined business strategy for long-term projects in key accounts (Rosneft, Rostelecom, MTS). Managed the strategy execution. Delivered comprehensive pipeline forecasts and sales analytics, performance review to Eastern Europe Management team. Was responsible for 150M/year business with 5-10% growth per year.

• Leaded, developed and coordinated the presale practice and project teams of 70 (presales and cross-brand architects) for the full range of HW Systems (Mainframes, Powers, Storages etc. – 6 groups) to maintain and develop IBM hardware business in Russia&CIS across 5 regional offices. Established a culture within the team that encourages and motivates members to achieve their maximum potential. Gaining revenue for complex sales and installations over $500 million per year with dynamics 30 deals/over $40 million quarterly. • Designed and implemented retailer, end-user and distributor sales programmes, analyzing market trends and applying these in line with value propositions; utilizing local market insights to create specific and relevant sales strategies and plans. • Managing the end-to-end sales process for all opportunities including initial client/partner communication, on-site presentations, RFI response, multi-day client workshops, RFP submission, negotiation and deal signing. • Established strong relationships and cooperation between different departments to boost sales and installations in Russia and CIS under conditions of national economic crisis. • Made technical and sales presentations to technical staff and top management, business partners and customers, participated in conferences and negotiations.

• Acted as technical expert and consultant to develop and propose solutions that meet the technology and business requirements of assigned customers. Served as a trusted technology advisor for tiered storage infrastructure solutions. Was personally responsible for one of top 4 mobile operator company where increased the EMC market share from 5-10% to 80%. • Shaped, build, led and developed the team of 10 Presales professionals responsible for one third of country revenue. Cultivated the leveraging knowledge of competitive solutions to effectively address and dispel customer objections to solutions, train the account and partner teams, provide industry expertise for key customer engagements (МТS, Russian Railways, Sberbank, Rostelecom) during the sales cycle. Jointly with sales team developed the long term sales strategies for leads generation and solution development to address client requirements. Closed 5-10 long term projects for $3-10M per quarter. • Managed collaboration between Presales, Professional Services, and Customer Services to provide comprehensive customer support. Supported the team’s market research and competitive positioning analysis in partnership with regional presales, marketing and product development staff. Gained ~$0.5m/q selling professional service. • • Initiated, managed, and coordinated of the project for the onsite hardware replacement of entire infrastructure for Top 4 Telecom customer. Provided technical guidance for installation and deployment to the customer and partners. Increased the deals revenue up to $100 million with the replacement of all competitive products.

• Worked mostly with Oil&Gaz Russian companies (Rosneft, Lukoil, TNK). Developed number of unique technical solutions such as the first 3-node cluster for SAP in Russia. Developed complete hardware landscape for SAP including sizing, backup, etc. Supported closing of the projects for $5-10m per quarter. • Wrote White Papers on customer specific issues, common practices, sizing approaches and industry standards. • Was known expert in High-End servers, Cluster technologies, Sun storage. Cross-trained other members of the team. • Provided presales support for Sun foundation accounts, benchmarked and developed sizing information, built configurations utilizing all equipment throughout Sun's product line to meet the customer’ objectives. • Visited the customer’s site to help develop prototypes, analyzed and tuned solutions performance, identified and solved issues; provided technical escalation support, hardware and software troubleshooting.