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№ 1515945Обновлено 30 августа
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Коммерческий директор

По договоренности, полный рабочий день
Муж., 47 лет (16 ноября 1969), высшее образование, женат, есть дети
Москва, Хорошово-Мневники, м. Полежаевская, м. Октябрьское поле
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Опыт работы 20 лет и 11 месяцев
1 год и 3 месяца
август 2016 — н.в.
Sr.Account Manager
PILOT, Moсква, полная занятость
http://www.pilot.ru
Информационноы технологии
Sales and business development activities with the strategic customers. Focused on retail and financial sectors. Working with key federal retailers such as AUCHAN/ATAK group, Jeans Sym-phony, LENTA, Ile de Beaute. Participation in main Russian Federal retail projects such as EGAIS and 54 Federal Law.

Key achievements

• Achieved financial year’s target (114%);
• Reduced account receivable in AUCHAN from 180 000 USD to 10 000 USD (18 times in 10 months);
• Started and developed complexity projects with key customers;
• Jeans Symphony;
• https://www.retail.ru/cases/144218/?utm_source=vk.com&utm_medium=social&utm_campaign=jeans-symphony-razvivaet-internet-torgov
• AUCHAN;
• LENTA.
• Ile de Beaute
1 год и 8 месяцев
сентябрь 2014 — апрель 2016
Sr. Partner Manager
Zebra (ex. Motorola Solutions), Москва, полная занятость
http://www.zebra.com
Информационные технологи
Basic responsibilities

Drive account portfolio, sales and marketing programs and operations to underpin sell-out and sell in sales target.
Manage Zebra authorized partners to maximize run rate business with clear manage-ment policy, process and effective operations and activations. Develop partnership and im-plement account strategy for sales growth. Working with direct/indirect partners.
Manage main complexity projects with Zebra and 3rd Party projects. BPs and Customer relationships at Cxx level
Advise partners and customers on marketing and product promotion issues;
Analyze information and perform advisory work on the identification of new revenue-generating opportunities. Communicate the results to customers;
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.
2 года и 1 месяц
август 2012 — август 2014
Sector Leader, Wireless products
NOKIA L&C, Москва, полная занятость
Key achievements:
- Creation and Driving the consumer department in Russia and CIS countries (Ukraine, Kazakh-stan, 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 (life time revenue 1 000 000 USD)
• Recruit the new partners (win-back deals)
• Successfully closed leads about 60%
• Plan implementation 114-125%

Basic responsibilities:

- 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 opera-tions management and coaching in order to establish a high performing sales team within the re-gion.
- Working with the major vendors/partners (B2B) in Russia, CIS and EU Market Market
o Explay, Lexand, Shturman, Prology.
o NNG (iGo trademark) – Solution Co-development
1 год и 9 месяцев
декабрь 2010 — август 2012
Account Executive-SW&Solutions
HP, Москва, полная занятость
http://www.hp.com
Информационные технологии
December 2010 – August 2012 (1 year 9 months) Moscow, Russian Federation
HP Software & Solutions delivers management and industry solutions enabling our customers to optimize their IT processes and business outcomes to extract more value from their investments in people, applications, infrastructure, networks and information. Within HP Software & Solutions, HP Professional Services (HP PSO) has the mission of maximizing the business value our customers derive from HP software based solutions by providing consulting services through all phases of a successful deployment.
Main job responsibilities
• Proactively manages portfolio of HP Professional Services business in an assigned client base driving profitable business growth and development of the client partnership.
• Involve key consultant resources to assess customer issues and position new solutions. Responsible for identifying opportunities, managing pipeline and closing orders.
• Works with the client to define & maintain the client's overall transformation roadmap
• Proactively develops engagements which are typically multiple technology content. Mix of fixed price and T&M deals. Complexity in negotiating and managing terms and conditions.
• Leads account planning for HP PSO solutions.
• Builds partnership as a trusted advisor in IT solutions.
• Competently able to engage with client leadership executives (CIO), functional business managers and senior IT executives.
• Could act as an executive sponsor for an engagement.
• Owner of the HP PSO client relationship, leader for HP PSO pursuits and responsible for partnering with the HP PSO delivery team to ensure successful engagement delivery.
• Trusted account leadership with delivery and support organizations.
• Typically qualifies large deals of complexity with more than one GBU components. May be international (a few countries) engagements.
• Participate in investment decisions.
• Work with the assigned Project Manager's to ensure engagements are delivered on time, within budget and work any issues that may arise with the client.
10 месяцев
март  — декабрь 2010
Business Development Manager
Hamilton Data Services, Москва, полная занятость
http://www.hds-group.ru
• Identify revenue opportunities in target accounts, develop sales plans, and execute to close revenue.
• Meet or exceed revenue quota objectives in assigned territory for products and services.
• Analysis of the client profitability so as to implement appropriate sales actions.
• Leverage partner relationships to execute on IGS sales strategy and to accelerate achievement of revenue.
• Making prospecting a part of the regular routine ensuring that new prospects are being added to the pipeline on a consistent basis.
• Managing a complex solution sales process. Moving the sales through the entire sales process ending after the transition to Project Manager. This includes taking an active role in the take over process.
• Continually learning about new products and improving selling skills.
• Maintaining accounts receivables in compliance with objectives
• Preparing written presentations and reports.
• Defining and executing territory sales plans
• Develop positive relationships with other employees in Marketing, Product
Support, Global Services, Finance, Engineering and other departments as
needed.
• Market analysis and analysis of competitors’ situation.
• Accurately forecasts annual, quarterly and monthly revenue streams.
• Sales of emerging products and wall-to-wall sales.
• Proper use and level of sales support.
• Management of expenses of the area according to budget
4 года и 11 месяцев
декабрь 2004 — октябрь 2009
Service Sale Expert
IBM, Москва, полная занятость
Responsible for selling IBM MTS High Volume Products services offerings directly to customers and via BPs as well. 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)
• Identify revenue opportunities in target accounts, develop sales plans, and execute to close revenue.
• Meet or exceed revenue quota objectives in assigned territory for products and services.
• Analysis of the client profitability so as to implement appropriate sales actions.
• Leverage partner relationships to execute on IGS sales strategy and to accelerate achievement of revenue.
• Making prospecting a part of the regular routine ensuring that new prospects are being added to the pipeline on a consistent basis.
• Managing a complex solution sales process. Moving the sales through the entire sales process ending after the transition to Project Manager. This includes taking an active role in the take over process.
• Continually learning about new products and improving selling skills.
• Maintaining accounts receivables in compliance with objectives
• Preparing written presentations and reports.
• Defining and executing territory sales plans
• Develop positive relationships with other employees in Marketing, Product Support, Global Services, Finance, Engineering and other departments as needed.
• Market analysis and analysis of competitors’ situation.
• Accurately forecasts annual, quarterly and monthly revenue streams.
• Sales of emerging products and wall-to-wall sales.
• Proper use and level of sales support.
• Management of expenses of the area according to budget
4 месяца
апрель  — июль 2004
Руководитель группы по работе с партнерами
IBM EE/A, Москва, полная занятость
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.
Led a team of 8 TPM/LRMs and coordinated sales and marketing activity with IBM business partners network. Developed incremental sales and revenue growth program for distributors. Increased sales through second tier partners by 50%.
Working with learding Russian IT companies - distributoirs (Landata, Marvel, RSI etc), System Integrators - CROC, IBS-Platformix, HetNet, Diona Holding, Kvazar-Micro (Sitronics Information Technologies), and leading regional IT companies.
8 лет и 4 месяца
январь 1996 — апрель 2004
Менеджер по продажам
MARVEL, Москва, полная занятость
Marvel dealer network development, regional development, working with Marvel Key Partners, channel and contract delivery. Increased turnover of dealer network by 30%
Высшее образование
2009
Российская академия народного хозяйства и государственной службы при Президенте РФ
Управления
Очно-заочная форма обучения
MBA, Strategic management
1995
Российский государственный гуманитарный университет
Факультет Управления
Дневная/Очная форма обучения
Организатор документационного обеспечение Управления
Курсы
2006
IBM Learning Center
Management Fundamentals
Москва
2005
IBM Learning Center
IBM Hew Hires training (part 2)
Stokerau Austria
2005
IBM Learning Center
IBM Hew Hires training (part 1)
Stokerau Austria
2003
IBM Learning Center
IBM Top Talented Sales Course
Stokerau Austria
Навыки и умения
Иностранные языки
Английский (свободно владею).
Водительское удостоверение
Категория B
Профессиональные навыки
Работа в ведущей мировой IT компании, опыт работы в всех областях (Вендор, дистрибутор, системный интегратор), точное представление работы канала поставок

Компьютерные навыки:
MS Word, Exel, Lotus Notes, Power Point, Freelance Grafics
Дополнительные сведения
Энергичность, пунктуальность, умение отстаивать свою точку зрения, умение добиваться поставленной цели
Горные лыжи, чтение, хорошие фильмы
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Резюме № 1515945 в открытом доступе Последнее обновление 30 августа, 16:23

Резюме

Коммерческий директор По договоренности
Полный рабочий день.
Дата рождения: 16 ноября 1969, 47 лет. Женат, есть дети.
Москва, Хорошово-Мневники (м. Полежаевская, м. Октябрьское поле)
08.2016—н.в.   1 год 3 месяца
Sr.Account Manager
PILOT, г. Moсква, полная занятость.
Sales and business development activities with the strategic customers. Focused on retail and financial sectors. Working with key federal retailers such as AUCHAN/ATAK group, Jeans Sym-phony, LENTA, Ile de Beaute. Participation in main Russian Federal retail projects such as EGAIS and 54 Federal Law.

Key achievements

• Achieved financial year’s target (114%);
• Reduced account receivable in AUCHAN from 180 000 USD to 10 000 USD (18 times in 10 months);
• Started and developed complexity projects with key customers;
• Jeans Symphony;
• https://www.retail.ru/cases/144218/?utm_source=vk.com&utm_medium=social&utm_campaign=jeans-symphony-razvivaet-internet-torgov
• AUCHAN;
• LENTA.
• Ile de Beaute
09.2014—04.2016   1 год 8 месяцев
Sr. Partner Manager
Zebra (ex. Motorola Solutions), г. Москва, полная занятость.
Basic responsibilities

Drive account portfolio, sales and marketing programs and operations to underpin sell-out and sell in sales target.
Manage Zebra authorized partners to maximize run rate business with clear manage-ment policy, process and effective operations and activations. Develop partnership and im-plement account strategy for sales growth. Working with direct/indirect partners.
Manage main complexity projects with Zebra and 3rd Party projects. BPs and Customer relationships at Cxx level
Advise partners and customers on marketing and product promotion issues;
Analyze information and perform advisory work on the identification of new revenue-generating opportunities. Communicate the results to customers;
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.
08.2012—08.2014   2 года 1 месяц
Sector Leader, Wireless products
NOKIA L&C, г. Москва, полная занятость.
Key achievements:
- Creation and Driving the consumer department in Russia and CIS countries (Ukraine, Kazakh-stan, 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 (life time revenue 1 000 000 USD)
• Recruit the new partners (win-back deals)
• Successfully closed leads about 60%
• Plan implementation 114-125%

Basic responsibilities:

- 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 opera-tions management and coaching in order to establish a high performing sales team within the re-gion.
- Working with the major vendors/partners (B2B) in Russia, CIS and EU Market Market
o Explay, Lexand, Shturman, Prology.
o NNG (iGo trademark) – Solution Co-development
12.2010—08.2012   1 год 9 месяцев
Account Executive-SW&Solutions
HP, г. Москва, полная занятость.
December 2010 – August 2012 (1 year 9 months) Moscow, Russian Federation
HP Software & Solutions delivers management and industry solutions enabling our customers to optimize their IT processes and business outcomes to extract more value from their investments in people, applications, infrastructure, networks and information. Within HP Software & Solutions, HP Professional Services (HP PSO) has the mission of maximizing the business value our customers derive from HP software based solutions by providing consulting services through all phases of a successful deployment.
Main job responsibilities
• Proactively manages portfolio of HP Professional Services business in an assigned client base driving profitable business growth and development of the client partnership.
• Involve key consultant resources to assess customer issues and position new solutions. Responsible for identifying opportunities, managing pipeline and closing orders.
• Works with the client to define & maintain the client's overall transformation roadmap
• Proactively develops engagements which are typically multiple technology content. Mix of fixed price and T&M deals. Complexity in negotiating and managing terms and conditions.
• Leads account planning for HP PSO solutions.
• Builds partnership as a trusted advisor in IT solutions.
• Competently able to engage with client leadership executives (CIO), functional business managers and senior IT executives.
• Could act as an executive sponsor for an engagement.
• Owner of the HP PSO client relationship, leader for HP PSO pursuits and responsible for partnering with the HP PSO delivery team to ensure successful engagement delivery.
• Trusted account leadership with delivery and support organizations.
• Typically qualifies large deals of complexity with more than one GBU components. May be international (a few countries) engagements.
• Participate in investment decisions.
• Work with the assigned Project Manager's to ensure engagements are delivered on time, within budget and work any issues that may arise with the client.
03.2010—12.2010   10 месяцев
Business Development Manager
Hamilton Data Services, г. Москва, полная занятость.
• Identify revenue opportunities in target accounts, develop sales plans, and execute to close revenue.
• Meet or exceed revenue quota objectives in assigned territory for products and services.
• Analysis of the client profitability so as to implement appropriate sales actions.
• Leverage partner relationships to execute on IGS sales strategy and to accelerate achievement of revenue.
• Making prospecting a part of the regular routine ensuring that new prospects are being added to the pipeline on a consistent basis.
• Managing a complex solution sales process. Moving the sales through the entire sales process ending after the transition to Project Manager. This includes taking an active role in the take over process.
• Continually learning about new products and improving selling skills.
• Maintaining accounts receivables in compliance with objectives
• Preparing written presentations and reports.
• Defining and executing territory sales plans
• Develop positive relationships with other employees in Marketing, Product
Support, Global Services, Finance, Engineering and other departments as
needed.
• Market analysis and analysis of competitors’ situation.
• Accurately forecasts annual, quarterly and monthly revenue streams.
• Sales of emerging products and wall-to-wall sales.
• Proper use and level of sales support.
• Management of expenses of the area according to budget
12.2004—10.2009   4 года 11 месяцев
Service Sale Expert
IBM, г. Москва, полная занятость.
Responsible for selling IBM MTS High Volume Products services offerings directly to customers and via BPs as well. 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)
• Identify revenue opportunities in target accounts, develop sales plans, and execute to close revenue.
• Meet or exceed revenue quota objectives in assigned territory for products and services.
• Analysis of the client profitability so as to implement appropriate sales actions.
• Leverage partner relationships to execute on IGS sales strategy and to accelerate achievement of revenue.
• Making prospecting a part of the regular routine ensuring that new prospects are being added to the pipeline on a consistent basis.
• Managing a complex solution sales process. Moving the sales through the entire sales process ending after the transition to Project Manager. This includes taking an active role in the take over process.
• Continually learning about new products and improving selling skills.
• Maintaining accounts receivables in compliance with objectives
• Preparing written presentations and reports.
• Defining and executing territory sales plans
• Develop positive relationships with other employees in Marketing, Product Support, Global Services, Finance, Engineering and other departments as needed.
• Market analysis and analysis of competitors’ situation.
• Accurately forecasts annual, quarterly and monthly revenue streams.
• Sales of emerging products and wall-to-wall sales.
• Proper use and level of sales support.
• Management of expenses of the area according to budget
04.2004—07.2004   4 месяца
Руководитель группы по работе с партнерами
IBM EE/A, г. Москва, полная занятость.
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.
Led a team of 8 TPM/LRMs and coordinated sales and marketing activity with IBM business partners network. Developed incremental sales and revenue growth program for distributors. Increased sales through second tier partners by 50%.
Working with learding Russian IT companies - distributoirs (Landata, Marvel, RSI etc), System Integrators - CROC, IBS-Platformix, HetNet, Diona Holding, Kvazar-Micro (Sitronics Information Technologies), and leading regional IT companies.
01.1996—04.2004   8 лет 4 месяца
Менеджер по продажам
MARVEL, г. Москва, полная занятость.
Marvel dealer network development, regional development, working with Marvel Key Partners, channel and contract delivery. Increased turnover of dealer network by 30%
Высшее
2009
Российская академия народного хозяйства и государственной службы при Президенте РФ
Факультет: Управления
Очно-заочная форма обучения
Специальность: MBA, Strategic management
Высшее
1995
Российский государственный гуманитарный университет
Факультет: Факультет Управления
Дневная/Очная форма обучения
Специальность: Организатор документационного обеспечение Управления
Курсы и тренинги
2006
IBM Learning Center
Management Fundamentals
Москва
2005
IBM Learning Center
IBM Hew Hires training (part 2)
Stokerau Austria
2005
IBM Learning Center
IBM Hew Hires training (part 1)
Stokerau Austria
2003
IBM Learning Center
IBM Top Talented Sales Course
Stokerau Austria
Навыки и умения
Иностранные языки
Английский (свободно владею).
Водительское удостоверение
B
Профессиональные навыки
Работа в ведущей мировой IT компании, опыт работы в всех областях (Вендор, дистрибутор, системный интегратор), точное представление работы канала поставок

Компьютерные навыки:
MS Word, Exel, Lotus Notes, Power Point, Freelance Grafics
Дополнительные сведения
Энергичность, пунктуальность, умение отстаивать свою точку зрения, умение добиваться поставленной цели
Горные лыжи, чтение, хорошие фильмы