I am a software engineer and architect with over 30 years of experience in many industries including finance, insurance, pharmaceutical, and scientific.
I am also a certified Professional Cloud Architect (Google Cloud).More...
Sergei Sibirtsev
Head of Sales
Verified
I am a sales leader with 10+ years of experience in the B2B IT outsourcing and SaaS industry, including building sales teams from scratch and managing teams of up to 20 employees. Apart from sales strategy creation and legacy process optimization, my skill set encompasses the entire sales lifecycle from lead generation to pre-sale activities, business analysis, legal procedures, account management, and marketing. I possess extensive knowledge of the latest software, firmware, and hardware development technologies as well as methodologies (Agile, SCRUM, and waterfall). I have developed an expert understanding of the IT outsourcing market and industry landscape, specifically in the US, Europe, Australia, MENA, and LatAm. I am a firm believer in continuous training for sales teams, particularly in the areas of sales techniques, negotiation skills, and client personality profiling.
Key Competencies:
• Identifying a company's USP and ICP.
• Crafting data-driven sales strategies.
• Developing comprehensive sales processes.
• Implementing inbound and outbound lead generation channels (PPC, email marketing, LinkedIn, and Upwork).
• Building and optimizing sales funnels (HubSpot, Pipedrive, AmoCRM, and Bitrix24).
• Conducting lead qualification (BANT, MEDDIC).
• Clarifying project requirements and performing business analysis (use cases, user stories, wireframes).
• Preparing and delivering commercial and technical proposals to C-levels.
• Handling client objections and proactively addressing concerns.
• Drafting and negotiating various agreements, including contracts, work statements, data privacy agreements, and NDAs.
• Designing and implementing account management processes.
• Creating and maintaining monthly payment forecasts for clients.
• Implementing effective payment control measures to ensure timely payments from current clients.
• Re-engaging with past clients to identify new project opportunities.
• Attracting top sales talent through effective recruitment practices.
• Creating incentive plans to reward salesMore...