Design and delivery of Smart City, IoT, Smart Lighting solutions in cooperation with cities management team (Ural and Far East Region). Leading Business development and resource planning, Operationalizing SPVs for project deliveries. Business process design, corporate process management. Budgeting planning and execution. Organization structure design. Business plan creation and execution. Business strategy creation and implementation. Building and execution growth plan. Forecasting, operations, management sales and marketing. Supervising projects and sales team Managing the projects of 200 000 000+ RUR.

Leading the team for international customers. Sales and business development activities with the strategic customers. Focused on retail and financial sectors. Customer set: AUCHAN/ATAK group, Jeans Symphony, LENTA, Ile de Beaute. Sberbank, Renaissance Credit Bank. Participation and implementation of the main Russian Federal retail projects such as EGAIS and 54-Federal Law. Key achievements • Reduced account receivable in AUCHAN from 180 000 USD to 10 000 USD (18 times in 10 months); • Developed complexity projects with key customers (AUCHAN;FENDI; Sberbank) • Started new business with the companies (LENTA (New Project implementation); Jeans Symphony; Ile de Beaute). Managing and leading the sales team of 4 people. Development of marketing and sales strategy long- and short-term business planning. Operational forecasting and reporting. Business process formalization and conversion. People and team management.

Manage Zebra authorized partners to maximize run rate business with clear management policy, process and effective operations and activations. Drive account portfolio, sales and marketing programs and operations to underpin sell-out and sell in sales target. Working with direct/indirect partners. Manage main complexity projects with Zebra and 3rd Party projects. BPs and Customer relationships at Cxx level Full sales cycle ownership for professional services opportunities and deal Key achievements • Achieved financial year’s target (120% plan implementation) • Started and developed complexity projects with key business partners (PILOT, CRYSTAL) • Participation and implementation in main Russian Federal retail project – EGAIS with Zebra product portfolio.

- Team-leader / virtual team manager with pre-sales and solution sales executive, sell the full Nokia Navigation product portfolio; - Strategic account planning, pipeline management; - Leadership and development of a country pre-sales and marketing team; - Play a key role coordinating the regional sales team across vertical markets, providing sales operations management and coaching in order to establish a high performing sales team within the region. -Working with the major vendors/partners (B2B) in Russia, CIS and EU Market o Explay, Lexand, Shturman, Prology. o NNG (iGo trademark) – Solution Co-development Key achievements: - Creation and Driving the consumer department in Russia and CIS countries (Ukraine, Kazakhstan, Belorussia) - Developed trusted relationships at C-level in key accounts - Lead team / virtual team members to achieve team targets • Signing the biggest contract in EU for mobile application (lifetime revenue 1 000 000 USD) • Recruit the new partners (win-back deals) • Successfully closed leads about 60% • Plan implementation 114-125%

Basic responsibilities - Development of a country consulting team - Play a key role coordinating the regional sales team across vertical markets, providing sales operations management and coaching in order to establish a high performing sales team within the region. - People coordination for the sales team (Russia-CIS-Eastern Europe) to achieve CIS region quota. - Proactively manage portfolio of HP PSO business in an assigned client base driving profitable business growth and development of the client partnership. - Analyzes of the competitor’s solution, creation the «best-in-class» solution, based on the best practice; - Involve key consultant resources to assess customer issues and position new solutions. - Responsible for identifying opportunities, managing pipeline and closing orders. - Act as an executive sponsor for an engagement. - Full sales cycle ownership for professional services opportunities and deals Key achievements • Successfully achieved financial year’s quota (109-118%); • Transformed internal sales attitude from software sales company to trusted customer’s business adviser in consulting; • Signed the one of biggest contract in HP PSO Russia/East Europe (750 000+ USD) • Successfully closed leads about 65%; • Covered customers: Moscow Government, Raiffeisen Bank, SIBUR, Transneft, MTS, Ministry of Foreign Affairs of RF.

Responsible for selling IBM MTS High Volume Products services offerings directly to customers and via BPs as well. Resposible for all the necessary activities for sales process - indentify opportunity, SBO request (if necessary), service delivery possibility, BP authorisation (if necessary), accounts receivable, contract signing. For assigned opportunities, is responsible for closing the sale and positively influencing customer satisfaction with respect to the engagement and IBM offerings. Apply an understanding all the sales processes, techniques and tools in the discipline, which include, but are not limited to opportunity / territory management, availability management, network management, cost justification, recovery services, financing, service delivery. Management of all sale stages (customer identifying – contract delivering) Working with large customers such as - MTS, Rosgosstrakh, etc, and knowledge of main Russian System Integrators - CROC, IBS-Platformix, Hetnet, Diona Holding, Open Technologies, etc. Proacting working with customers, BPs, IBM Sales force

Responsibilities: Organization and Development of Direct IBM Business partners’ network, quarterly and annual marketing budget planning and control, marketing activities: seminars, joint business partner campaigns, developing and implementation of channel academy and business partner incentive programs, IBM business partner revenue recognition, monthly reporting to BPO Manager IBM EE/A. Well known BP structure, and strong relationship with major Russian System Integrators such as -CROC -Platformix -Citronics (Ex-Kvasar-Micro) -Hetnet CRM expertise: full sales cycle, i.e. pre-sale (customers/business partners needs, sale process, including financing, logistic, warranty etc.), full delivery control, customer visits, conf. calls. reference visiting,etc. Internal and external relationships management: -> all IBM departments (IBM brands, IBM Global Financing, Logistic) -> customer/BP key decision makers -> IBM - BP - Customer lifecycle management Challenges: proaction to all potential business problems to prevent any kind of negative consequences. Using detailed working experience at customer (Russian General Bank), Distributor (Marvel), System Integrator (Race Communication), Vendor (IBM)

01/2004- 07/2004 – TPM/LRM Team Leader 08/2003- 12/2003 – Territory Partner Manager (TPM) 01/2003-08/2003 – Local Reseller Manager (LRM) 04/2000-12/2002 – Sales Representative, SMB department Organization and Development of IBM Business partners’ network, quarterly and annual marketing budget planning and control, marketing activities: seminars, joint business partner campaigns, developing and implementation of channel academy and business partner incentive programs, IBM business partner revenue recognition, monthly reporting to LRM/TPM Manager IBM CEMA

Marvel dealer network development, region development, working with Marvel Key Partners, channel and contract delivery.