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Work Background
Ads and MoreHead of Business Development
May. 2022We're all about promoting mobile apps on a global scale and helping our clients achieve their business objectives. Our specialty lies in generating high-quality traffic through in-app channels, as well as leveraging the power of nano and micro influencers. I'm in charge of cultivating new partnerships for the company.
FortinetChannel Account Manager, Russia & CIS
Mar. 2021 - Jun. 2022Moscow, RussiaHave been developing Russian&CIS markets with focus on SMB. Created go to market plans, presented on various partner events, coordinated all partner marketing activities. • Adopted and announced the Partner Program for Russian & Kazakhstan markets • Established clear rules for Marketing Development Fund, increased number of partner marketing activities in 2.5 times compare to pre-pandemic period
• Almost doubled the number of certified partners in 6 months
• Implemented new format of partner event - 100+ sales managers of Fortinet partners attended the event first time in the history of Fortinet Russia
KasperskyChannel Marketing Lead, Worldwide
Oct. 2019 - Dec. 2020Moscow, Russian FederationManaged partner marketing teams all over the world. Designed internal processes for several projects including Telemarketing, SPIF platform for SMB partners and world wide partners’ package delivery. • Constructed business case for hunting new partners and evolving Kaspersky unmanaged partners. Pilot proved the concept and company invested 5 mln USD into this project
• Solved problem with low utilization of Marketing Development Funds by partners across regions world wide. The number reached 95% in two quarters compared to 65% previously
Hewlett Packard EnterpriseSMB Partner Business Development Manager, Russia
May. 2014 - Sep. 2019MoscowHave been developing SMB market in Russia for 5 years that resulted in 20% revenue growth. I established productive relationship with all business units, developed SMB business recognition, built strategic partnership with channel partners to increase market penetration. Russian SMB team got a reward as "The Best SMB Team in EMEA" in 2017. • Initiated partner program for resellers with SMB focus in 2016. Identified 3 types of resellers (including retail partners) and adapted marketing instruments for them. As a result, participants of new program grew up faster than others by 30%
• Designed lead management process and lead transfer to partners; eliminated leads left by partners, raised conversion rate by 25% and amount of generated opportunities by 50%
• Implemented a new format of customer-driven marketing events – annual HPE Road Show in 11 biggest Russian cities; showed more than 800% return of our investment
• Empowered two different marketing teams to make an integrated schedule of all regional marketing events of the company and optimize marketing budget of the country
AstelDeputy Director General
Feb. 2013 - May. 2014MoscowTook this position to understand IT-reseller work features from the inside. Regularly stepped in various processes in order to fill the gaps. Voiced extra points of view even if the Director General had an opposite opinion. • Implemented business analysis practice. Identified key factor of revenue declining • Stopped reducing total number of customers
• Led a project of building digital strategy; increased number of leads by 10%
• Created a business process for public customers that require special document flow and service. It attracted new customers and increased revenue by 15%
Treolan, LANIT GroupTeam Lead of Business Development, Russia
Jan. 2009 - Dec. 2012MoscowBuilt Business Development Team of 7 sales specialists and all business processes from the scratch. Sales team raised business from 0% share of total company business to 3% with $33 mln turnover per year. The Team showed continuous revenue growth for the company despite of stagnant market. • Formed a partner program for small and medium segment – first on b2b IT market. It raised growth of regular customers by 10% every year
• Established business to business (b2b) electronic full cycle sales process for small customers – first on b2b IT market. This innovation helped to switch the team’s focus from routine tasks to sales and business developing
• Created and carried on a sales team training for the first 2 regional offices and all new sales employees. Trained 20+ successful sales specialists from beginner level
• Grew up the number of key vendor’s clients by 120%. This was a key condition of the contract, the loss of which would have caused significant damage to the company's reputation
Treolan, LANIT GroupBusiness Development Manager
Jul. 2004 - Dec. 2008MoscowHunted new b2b clients and developed sales. Worked under pressure without losing focus and opportunities. Negotiated with tough clients, who were considered lost. • Assessed business opportunities of more than 700 existed and potential customers
• Number of new buyers grew up by 50% in the first year
• The average sales achievement – 110%
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