Channel Account Manager / Partner Account Manager / Business Development

Была больше месяца назад

По договорённости

38 лет (родилась 16 июля 1987), не состоит в браке

Москва, готова к переезду

Занятость

полная занятость

Гражданство

Россия

Контакты

Телефон

Почта

Будут доступны после открытия

Фото, имя и контакты доступны только авторизованным пользователям

Опыт работы 20 лет и 5 месяцев

- Июль 2013 – работает сейчас
- 12 лет и 5 месяцев
Channel Development Manager / Partner Account Manager
SAP CIS, Москва
Обязанности и достижения:
Responsibilities: Territory / Business Planning  Lead territory planning process (together with partners)  Provides insight on channel partner coverage and capabilities (in particular: partners performance and potential level based on existing transactional criteria and tools)  Provides insight on existing partner relationships/partner-led sales cycles for short- and mid-term business opportunities  Initialize cooperation with European community SSP partners (industry solution providers)  Organize a series of workshops for CIS resellers to start process of cross country cooperation between local and SSP partners. Drive partner-led sales:  Responsible for SW license (indirect) revenue and net new name quota achievement within my Territory (Russia&CIS)  Supports and drives partner-led SW license sales activities to territory accounts (according to the territory plan and the partner business plan.  Coaches partner sales reps to interact with prospects in large or complex SW deals (leads originated by SAP or partners) in order to position the value of SAP & Partner Solutions and Services as supported by ROI, business case development, references, and supporting analyst data  Identifies and coordinates SAP and other partner resources in related areas during the sales cycle (Support, Presales, etc.) to successfully enable partners to close deals in the shortest time/cost possible  Provides coaching to partner sales reps to shorten sales process and improve win rate in order to achieve real volume business  Assign opportunities to most appropriate partners  Escalation of critical deals/customer issues to Global&local Team as appropriate  Provides forecast for all SW deals above country Threshold (incl. top deal status, overall SW license revenue, SW license revenue driven by indirect channel, and net new names) to the Global Team. Ensures forecast and pipeline accuracy Channel Sales Management:  Provides Global Team with business insights and partner’s performance to enable effective and appropriate partner development actions plan  Provides input to Local Team on partner (sales) skill deficits to result in targeted channel enablement actions  Drives a proactive pipeline management across all channel partners allocated  Has the partners’ update SAP@CRM and PRM system with accurate customer and pipeline information on a timely basis, has partners update the SAP PRM system on a timely basis with information of transactional relevance (e.g., information on # certified partner sales resources)  Drives partner readiness to deliver service and support and identifies/actions potential maintenance at risk cases Channel Pipeline Generation:  Coordinates demand generation project of SAP and partners to ensure healthy pipeline (in order to achieve unweighted coverage of SW license revenue target)  Proactively cover set of largest Territory accounts – as defined within Territory plan – to generate opportunities with and for Partners  Ensures proper allocation of sales qualified leads (originated by SAP) to sales partners within the assigned territory account base  Works with partners and SAP-resources to prospect new companies as potential customers of SAP & Partner solutions Key achievements:  Increase amount of partners from 5 to 15 during 12 months.  Revenue growth Y2Y 200%  Pipeline growth from 300k to 2M EUR  Set up relationship and interaction model with 20+ SSP partners
- Июль 2011 – июль 2013
- 2 года и 1 месяц
Business Partner Representative
IBM EEA, Москва
Обязанности и достижения:
Responsibilities:  Drive and develop BP hardware business;  Provide insight on channel partner coverage and capabilities (in particular: partner’s performance and potential level based on existing transactional criteria and tools);  Provide insight on existing partner relationships/partner-led sales cycles for short- and mid-term business opportunities;  Provide local industry expertise within territory;  Serve as an expert to the partner for complex information regarding products, services, and software transitions, promotions, and configurations;  Educate and update partners on new IBM technologies or solutions;  Establish and maintain account plans to promote sales growth;  Achieve assigned quota for IBM products, services;  Transactional and relationship selling within a team of professionals;  Establish relationship with partners at all organization levels including senior executives;  Drive distributors activities to stimulate autonomous channel sales;  Establishing and developing of business relations with new partners;  Monitor market and competitors, work out competitive solutions;  Support all company promotions and events in the territory (IBM, Distributors);  Manage the BPs sales plans and project them on IBM pipeline. Knowledge and Skills:  Solid understanding of the IT industry, competing vendors, and the channel;  Solid understanding of IBM's organization & operations, including key business rules, partner segmentation, key programs & initiatives, structure;  Solid understanding of IBM's products and services;  High capabilities to sell IBM products by building strategic relationships with partner decision makers; and promoting IBM programs and offerings;  Strategic planning to grow IBM share of the business;  Ability to motivate partner's sales force;  Solid understanding of pipeline management discipline and ability to explain benefits to partners; Key achievements:  Achieved 2012 revenue and profit targets for HV CRBP Run Rate Coverage (CFD - Central Federal District);  Drive strategic initiatives and transformation activities to improve Business Partners’ ability to successfully sell the IBM portfolio, establishing IBM as the best of breed Partner in the marketplace;  Built Run Rate Strategic Roadmap to 2012 to increase brand mix of Run Rate: Events, BPs summaries, BPs development, Increased BPs competence in HVEC products in CFD.
- Сентябрь 2010 – июль 2011
- 11 месяцев
Healthcare Account manager Regional (Public Sector)
MICROSOFT, Москва
Обязанности и достижения:
Work with regional Healthcare providers, regional Ministries of Health; Developing and maintaining inside-based customer relationships with the key IT Decision Makers and Business Decision Makers within an account; Developing actionable territory plans with account level contact strategies that define clear revenue and customer satisfaction growth strategies; Developing and managing a healthy and predictable pipeline that meets or exceeds quota and forecast accuracy expectations; Qualifying opportunities and maintaining visibility of those opportunities to close to ensure the appropriate resources are applied to advance the sale and to ensure that customers deploy the solution acquired; Applying account intelligence within his/her territory plan across multiple accounts to maximize opportunity identification; Provide year-over-year revenue growth with assigned accounts; 1-to-1, 1-to-many work with customers; Building and maintaining strong and extended Customer Relationships, increase customer satisfaction and feedback; Key achievements: Starting business relations with a large number of regional customers from the scratch, becoming a trusted advisor to customers (MIAC – Kaliningrad, Kirov, Belgorod, Yaroslavl, Voronezh, Kaluga, Ministry of health Kabardino-Balkariya); Coordination of marketing events for Healthcare customers (Web-binary’s), active work with SSP; Representing Microsoft at customer and partner events, including public presentations, at federal level as well.
- Февраль 2009 – сентябрь 2010
- 1 год и 8 месяцев
Corporate Licensing Specialist
MICROSOFT, Москва
Обязанности и достижения:
Dealing with corporate clients, consulting on corporate licensing, Accordo process coordination for new employees.
- Июль 2007 – сентябрь 2008
- 1 год и 3 месяца
Account manager
Instrument Torg Service, Москва
Обязанности и достижения:
Customer relationship management, organization and coordinating of projects, dealing with corporate clients, active searching of clients, negotiating, making presentations, deals completing.
- Сентябрь 2004 – декабрь 2006
- 2 года и 4 месяца
Assistant
Gubkin Russian State University of Oil and Gas, Москва
Обязанности и достижения:
Providing overall administrative support to department, organizing structural subdivision, development of documentation for QMS, keeping records of the meetings, organizing and planning manager’s business day.

Образование

- Магистр
- Вечерняя
- 2012
Российский государственный университет нефти и газа имени И.М.Губкина
Факультет: Экономика
Специальность: Управление проектами

Обо мне

Дополнительные сведения:

Good negotiation and presentation skills, experience in communications / negotiations with decision makers & executives in large accounts, ability to form networks with staff at all levels and influence effectively; Good understanding of sales process and sales discipline; Dynamic driver, team player along with the ability to work independently, success-oriented.