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Work Background
Founder
GTM BearFounder
Mar. 2024Key services: 1) Virtual Leadgen Department; 2) Collection of lead bases (not just LinkedIn and Apollo). Web scraping and OSINT techniques. 3) Sales process development from 0. From positioning to deals; 4) Sales audits and fine-tuning of existing processes; 5) Development of AI agents for sales; 6) Individual mentoring-training for SDRs, BDRs, etc.
Guest Lecturer
Skademy.byGuest Lecturer
Mar. 2024The main topic of the lectures: ‘How to sell AI’. Public online and offline presentations. Article writing.
Head of Sales and Business Development (AI Domain)
ExpositHead of Sales and Business Development (AI Domain)
Sep. 2021 - Mar. 2024• Vision and go-to-market strategy development. • Competitive analysis and positioning - creating value proposition for AI/ML services. • Developed partnerships for implementation and sales. Found 2 companies as vendors (CV/NLP/Data Science focus) and 2 companies as sales partners (Oil&Gas industry). • Managing the team formed by the AI SL, organizing the work of the AI SL, motivating key players. • Development of marketing and sales strategy, control and coordination of its implementation. • Established lead generation pipeline with metrics control - from hypothesis generation to SQL. • Organized and coordinated customer and target market research for the AI BU. Researched AI trends, niches and applications. • Responsible for product/service sales and creating a unique proposition for the customer. ICP analysis and pain point identification. Conversion rate to response increased by 20%. • Creation of marketing content (business aspects). Advised marketing team on AI market trends and prepared visualization of AI capabilities. Assisted in writing articles about customer needs. • Communicating with the client in the role of AI/ML service consultant. Conversion rate to SQL up x3. • Analysis of company capabilities through value chain analysis. • Accumulating and building niche expertise (people and knowledge). • Creation of an AI software development methodology.
Presales Manager
WizartPresales Manager
Dec. 2020 - Sep. 2021Hrodna, Belarus• Experience in AI start-up processes. • Developed a new business line in the company (flooring visualization). Won several clients, including the largest online retailer in BY. • Negotiated with the largest flooring manufacturers in the world. Concluded data exchange agreements. • Participated as a speaker in a Computer Vision Meetup.
Presales Manager
ExpositPresales Manager
Mar. 2019 - Sep. 2021BelarusWe transform the company's data into meaningful insight which allows decision-makers to make faster more assured decisions.
Business Development Manager / AI Project Manager
ExpositBusiness Development Manager / AI Project Manager
Mar. 2019 - Aug. 2019Беларусь• Analyze the company's AI capabilities. Identify criteria for potential projects. • Identified potential new customers and converted them into growing business (from lead generation to contract signing). Won 5 AI projects. Acted as AI Project Manager during the development cycle. • Researched and built relationships with new clients. A long-term project - development of about two years - involved. • Handle objections by clarifying, emphasizing agreements and managing disagreements to a positive conclusion. • Developed and managed software requirements for AI projects.
Co-Owner / Business Development Manager
Alva styleCo-Owner / Business Development Manager
Sep. 2007 - Mar. 2019Belarus• Organization and optimization of the production process. Implementation of a Kanban production management system. Order lead times reduced by 20%. • Cost control. Implementation of a software application to optimize glass consumption. Waste reduced from 15% to 7-8%. • Sourcing of new customers. Participation in trade fairs and trade shows. Cold sales. Most customers with the company for more than 7 years. • Launch of new products. Analysis of customer needs. Creation of prototypes. • Creation of marketing material: catalogues, brochures. • Pricing. Developing the company's pricing policy.
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