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Work Background
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.
Skademy.byGuest Lecturer
Mar. 2024The main topic of the lectures: ‘How to sell AI’.
Public online and offline presentations.
Article writing.
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.
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.
ExpositPresales Manager
Mar. 2019 - Sep. 2021BelarusWe transform the company's data into meaningful insight which allows decision-makers to make faster more assured decisions.
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.
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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