Solutions Sales, System Architect and Project Manager with technical background
I have 18 years of experience in Telecom branch.
My most recent positions gave me an experience of working with various kinds of customers in a very challenging environment, not only as a Solution Manager but as a System architect and Project manager for public and Enterprise customers.
Projects with challenges and time pressure are among the interesting ones and allow me to use my analytical skills, creativeness and innovative thinking.
I’m a proactive sales driven person working closely with the customer when creating solutions. Sometimes projects require me to think outside the box.
SPOC - Single Point Of Contact
apr 2016 -
Responsible for all Public transportation accounts in Europe
-Prime interface for the account/sales teams (including Head of Sales)
-Business Development, Offer Development, Up-selling installed base, Maintenance extensions, etc.
-Ownership per customer for an installed base (to ensure continuity).
Direkt salesUpsellingConsultingPrime interfaceMaintenanceOwnershipOverall responsibilityActivities coordinationTeam lead
Solutions Sales Manager
apr 2009 -
Working with GSM-R and LANC accounts in Nordics. Identifying & qualifying sales opportunities in close co-operation with Customer Team, in alignment with company and customer’s strategies. Matching customer needs with company products/systems/services and translating solutions to clear customer value and benefits. Providing products and solutions support. Continuous cooperation with product line on products portfolio. Defining and documenting technical customer solution, responding to technical parts of tenders, and preparing solution pricing. Building strong relationships with customer organizations in cooperation with Account Managers and Customer Teams. Arranging customer meetings and workshops. Presenting at workshops and TRM (Technical Review Meeting). Preparing and showing demos of the products and solutions. Updating the customer on portfolio. Taking part in negotiations. Sales processes support and sales case ownership for opportunities.
SalesSolution SellingCustomer meetingsSales processes supportSeeking and expending opportunitiesProduct Line cooperationDefining and documenting technical customer solutionCase OwnershipBuilding customer relationsProactive selling
Solutions Sales Manager
apr 2007 -
Working with Vympelcom, MTS & MGTS accounts. Identifying & qualifying sales opportunities in co-operation with Customer Team, in alignment with company and customer’s strategies. Matching customer needs with company. Products/systems/services and translating solutions to clear customer value and benefits. Defining and documenting technical customer solution, responding to technical parts of tenders, and preparing solution pricing. Building strong relationships with customer organizations as agreed with Account Manager and Customer Team. Arranging customer workshops and taking part in negotiations. Sales processes support and sales case ownership for opportunities within Customer Teams including solution selling with proactive argumentation.
Working with main telecom accounts. Providing solution consulting service. Having expertise in one or more areas. Applying knowledge to handle complex problems and/or co-coordinating work which may extend beyond own area of expertise. Anticipating customer needs, investigating the underlying causes and identifies short and long term solutions.
Managing Key Accounts. Interacting and developing relations with customers. Controlling and enlarging existing contracts. Developing new contracts. Investigating new accounts and expanding sales channels. Developing new projects. Preparing necessary papers for contracts. Keeping execution control over contracts. Interacting with other department participating in projects (technological, administration, tender bids). Solving problems. Providing partner management. Searching for new partners, developing relations with existing partners. Controlling partner interaction. Solving various issues. Providing information update on the Company’s portfolio.
Key AccountsContract MaintenancePartner ManagementDeveloping new opportunitiesAccount ManagementSales
jan 2004 -
Getting familiar with Company’s portfolio and providing information update on new coming products. Studying products from various vendors. Developing partner relationships. Preparing presentations for pre-sale stage of the project.
Administeration of billing system for one of the largest GSM operators in Arkhangelsk region. Providing end-users permission control. Making “Roles and permissions” administration needed for the “Customer service department” activities. Providing technical support for billing system end-users. Trouble ticketing and problem solving jointly with software engineers. Preparing reports and supporting other department, controlling reports accuracy. Revising and optimizing report forms. Tuning data integrity for the accounting department reports and support. Implementing new service projects (CUG – Closed User Groups, GPRS). Tuning, realizing, testing and revenue service launch. Handling Oracle database. Creating requests, procedures and functions.
Getting familiar with business process of Telecom enterprise, divisions functionalities and customer relations. Implementing billing system project for the largest telecom operator of Arkhangelsk region. Providing technical support, instant control of software upgrade by software engineers (“Amfitel”). Demonstrating system’s changes and upgrades to end-users, performing user training's. Developing integration scheme for unification of Customer service department and Technical department. Controlling over software improvement according to end-users’ requirements.
System administrationUser trainingsDatabase administrationSystem integrationSoftware implementationSystem implementationTechnical support
Moscow State Technical Institute of Electronic Eng
C++OracleObject-Oriented ProgrammingUnixDatabasesComputer graphicsVisual BasicOperating systemsSystem AdministrationSystem Development and Integration