Senior Account Manager

Была больше месяца назад

По договорённости

46 лет (родилась 11 августа 1979)

Москва

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 9 месяцев

- Февраль 2013 – работает сейчас
- 12 лет и 11 месяцев
Strategic Account Manager at Oracle Construction & Engineering Global Business Unit
Oracle Russia & CIS, Москва
http://oracle.com/ru
Software Development
Обязанности и достижения:
Ensure the positioning of the CEGBU (Oracle Construction & Engineering Global Business Unit) product line in accordance with customer requirements representing asset-intensive industries: Chemicals, Utilities, Oil&Gaz, industrial manufacturing, etc. Ensure coordination and harmonization of commercial terms of agreements, contracts and contracts concluded between VAD and Oracle Corporation. Establish business contacts with representatives of the customer’s management. Conduct weekly personal meetings (online primarily while pandemic period) with customers to promote the CEGBU product line, organize negotiations (including representatives of Oracle management if necessary), conduct presentations of CEGBU solutions. Support contractual work with partners and clients to select the type of contract, determine the methods and forms of performance of obligations develop pre -contractual documentation, analyse documentation, etc. Develop a strategic account plan for defined key customers and execute that plan. Achieving sales quota and assigned strategic account objectives. Leading the customer account planning cycle and ensuring assigned customers’ needs and expectations are met by the company. Organize and manage the implementation of measures to build consumer demand, coordinate the implementation of certain types of campaigns to promote CEGBU’s solutions, ensure the participation of clients in marketing activities (eg. Business-Breakfasts, CEGBU Day, Future of Projects, etc.; during pandemic period: online events). Skills: Elaborating strong value proposition for strategic accounts. Developing own expertise in industry- related value propositions aiming at successfully positioning CEGBU solutions for specific customers. Ability to manage long-term sales cycle within large accounts.
- Ноябрь 2010 – октябрь 2012
- 2 года
Corporate Territory Manager
MICROSOFT Corporation, Москва
http://www.microsoft.com/Rus/careers/
Software Development, System Integration, Technological and Business Processes Automation, IT Consulting
Обязанности и достижения:
Developing Line of Business contacts and CxO relationships in owned Corporate Accounts in commercial sector. Orchestration the pre-sale resources and collaboration with Microsoft partners (large-scale system integrators and distributors) aiming at successful deal completion with end-users. Development and maintainance of a pipeline of qualified opportunities on a rolling 4 quarter basis that is worth a minimum of 300% of my annual quota. Qualifying customer pains and needs and identification of relevant solutions to particular issues. Preparation of relevant list of software products for the particular project and budget assessment when applying different licensing schemes. Customer visits, presentations of software solutions and licensing schemes. Achieving sales targets. Successful execution of relevant KPI's. Cultivation of customers' trust and interest in Microsoft products and solutions. Administration and Reporting (Monthly and/or weekly) - Regular market analysis and trend on the customer segment in the assigned area
- Январь 2009 – ноябрь 2009
- 11 месяцев
Sales Manager
NAUMEN, Москва
http://www.naumen.ru
Software Development, System Integration, Technological and Business Processes Automation, IT Consulting
Обязанности и достижения:
Developing a new domain from scratch: selling ERP for higher institutions, working out the database of potential accounts. Engaging directly with major companies’ senior executives and decision makers. Sales Strategy development. Driving the implementation of the solution - orchestration the pre-sale resources. Presentations, meetings and customer visits. Preparing all the relevant docs for tenders and commercial proposals. Arranging conference activities for top-level customers. Participation in marketing strategy development. Closing deals with signed order/contracts.
- Декабрь 2005 – декабрь 2008
- 3 года и 1 месяц
Sales manager
American Power Conversion (APC), Москва
http://www.apcc.com
Обязанности и достижения:
Working out customers' needs and identification of opportunities with major Government accounts: the Federal Taxing Service, the Federal Guard Service, the Federal Customs Service of Russia. Successful handling of projects and achieving sales targets. Whole sales cycle of hardware products executed: management of all pre- and post-sales activities: Managing sales to achieve Budget and Forecast targets and maintaining/growing the defined customer base to the agreed targets within the defined area/ customers. - Develop and maintain both new and existing customers within the defined area and segment in order to meet budget targets (quantity and profit). - Inform customers on a regular basis about new developments, eg.: new product, price, marketing activities. Relation Management: - Develop and maintain relations with the customers through regular visits and communication. - Communication with customers about commercial issues (e.g. forecast, orders, specs).
- Февраль 2004 – ноябрь 2005
- 1 год и 10 месяцев
Sales manager
LEGRAND, Москва
http://www.legrand.ru
Industrial, Domestic Electrical Appliances and Electronics (Promotion, Wholesale), Industrial, Domestic Electrical Appliances and Electronics (Manufacturing)
Обязанности и достижения:
Sales, Marketing, Training and Logistics at Export and Import Russian market. Working closely with the Production Units across Europe and USA. Execution of Company’s channel programs in-country: coaching, performance evaluation, motivation, training and development for partners. Creating contact with relevant staff within potential customers and mapping key business drives to gain customer delight and commercial goals Participation in events for customers: marketing and education activities Building “partnership” relationship.

Образование

- Магистр
- 2001
The Pyatigorsk State Linguistic University
Факультет: Linguist of the French language

Обо мне

Дополнительные сведения:

Account Management, Sales strategy development. Successful in building business relations. - Over 16 years of experience in sales and key account management along with partner relationship management, stable achievement and overachievement of personal annual sales targets; - Over 15 years of experience in international corporations – undisputed worldwide leaders of their industries - Extensive experience in building and maintaining trusted long-term relationships with key customers and partners; - Focus on mapping key business drives to gain commercial goals. Sales Skills, Account Management, Negotiation skills, Analytical skills