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Work Background
Atom Security L.L.C.Head of International Business Development
May. 2024SerbiaInternational business development of StaffCop — IRM and UAM software.
Just AISenior Partnership Manager
Jul. 2021 - May. 2024● Increased the contribution of partnership channel in monthly Revenue by 35% up to 55% by upgrading GTM Strategy and developing partnership program, promoting the program, tracking partnership KPI’s, developing partnership operations processes from scratch
● Enlarged the number of active partners (affiliates, system integrators, digital agencies) by 5 times up to 50+ by developing a partners’ portal, developing sales-kits, implementing sales and marketing consulting, launching co-marketing and co-sell activities within the partnership network
● Grew the number of sales qualified leads by 3 times and doubled the number of partners by improving the efficiency of partners' acquisition process, registration and on-boarding, funnel optimisation, implementing and tuning marketing activities with partners.
● Established reliable strategic relations with market leading technology partners (Yandex, Sber, VK), led the projects of software integrations in Generative AI stream, reduced monthly product costs by 20% by negotiating and optimizing the pricing policies, contract management
● Deep market and competitors’ analysis and research, budgeting, regular sales and revenue forecasting, price honing
● Efficiently managed 50+ paying partners and held partnership relationships with 100+ companies
ElectroNeekHead of Partnership network CIS
Sep. 2020 - Apr. 2021● Increased by 400% monthly revenue by designing and executing a new partnership program for system integrators and Managed Service Providers, implementing a process of quarterly payments for partners
● Established sustainable relationships with 70+ partners and turned 30+ into paying partners by redefining target audience and product positioning, contribution to team members in closing the deals and conducting negotiations
● Increased partnership leads by 5 times and conversion rate by 3 times by building processes of partners acquisition, leads qualification and on-boarding, preparing presentations and business models for partners in close cooperation with the marketing department
● Grew the performance of partnership managers by 50% by implementing a motivational system and sales plans based on weekly forecasting
● Actively managed partnership department (in charge of 2 remote reports) and all the scope of operational tasks
Smart ConsultingSenior Business Project Manager
May. 2018 - Feb. 2019● Initiated and launched the project of new software platform Digit-gos.ru by uniting several independent software products for B2G and conducting in-depth market analysis of B2G automation area and customer development
● Exceeded a sales plan for the new platform by 12% by creating marketing and sales strategy from scratch, implementing marketing support in sales process
● Defined platform modules and features by conducting customer development interviews
● Developed pricing and legal policies in close cooperation with stakeholders, product owners and legal department.
● Increased by 5 times a lead flow for the new platform in comparison to old separated products.
КонтурRegional Partnership Manager
Mar. 2012 - Apr. 2018● Grew partnership channel revenue by +20% annually and exceeded target revenue goals by 5-10% by implementing marketing and sales activities, launching new products sales within partners channel and acquiring new partners
● Expanded a partnership network of B2B sales-agents and affiliates from 100 to 400, turned 150+ into active partners by building sustainable relationships, business planning and consulting, motivational system development, on-boarding and sales trainings
● Actively managed 150+ active partners, served as an entry point to the company and decision-making person.
● Built a remote partnership team of 3 talents from scratch (hiring, onboarding, integration and quarterly performance reviews). The team was recognized as the best performing team in 2017
● Expanded market share by +2% by launching the sales of 3 new products within a partnership network.
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