Arthur Kabirov Email & Phone Number

Moscow, Russia

Softline is a global Information Technology solutions and services provider in Eastern Europe, Americas and Asia. With over 3000 software and hardware partners, we provide a unique marketing and sales channel together with brand independent solutions to best serve our customer's needs.As part of recurring services division, I'm in charge of direct sales and launching new services.Recurring services are one of the most important strategic directions for the company. Responsibilities:• Selling recurring services such as outsourcing or technical support of IT infrastructure and developing new services• Revenue generation by creating new sales and business opportunities through expanding share within current accounts and opening new ones• Identifying and qualifying prospects• Developing sales strategies and achieving overall sales targets and objectives• Seeking out opportunities within accounts to grow share of new services• Identifying customers’ requirements and providing solutions that meet their requirements• Following up on project implementation• Participating in company sales and marketing meetings• Monitoring competition activities, initiatives or development• Monitoring and optimizing revenue /margin/contribution in line with approved business plan• Lead analysis and management of the volume and mode of generation and rejections• Pipeline reporting and updatingAccomplishments:• Overfulfilled the annual sales quota by 374% in 22FY• Increased an average margin up to 40% in 22FY• As a part of implementation of the company's strategy for developing recurring services I’m in charge of launching a new direction called Softline services around Oracle. It includes support, migration, audit and professional services around Oracle's products such as databases and hardware. • Launched sales of recurring services in Russian branches and was responsible for 5 areas which included around 20 regions

Moscow, Russia

Croc is one of the Russian IT market leaders, creating a new digital ecosystem for society and completing projects in 42 different countries. The company provides a comprehensive range of IT solutions, including systems integration and managed B2B and consulting services. In addition, CROC also offers off-the-shelf products and promising end-to-end technologies, such as Big Data, blockchain, artificial intelligence, virtual and augmented reality, Internet of Things, robotics, and machine learning.Responsibilities:• Developing new accounts• Building and maintaining profitable relationships with customers• Identifying, initiating and pursuing strategic contacts within key accounts, developing a network of key decision makers at strategic and operational level• Clarifying client’s business needs, finding pain points, focusing on business continuity, resiliency, profitability• Creating required working group to deliver complex solution architecture• Develop business in Retail and FMCG, brining deep industry expertise, capability to address business topics to the customers on CxO level, professional attitude and personal responsibility• Account Management for the key customers• Participating in marketing activities due to developing relationships with the key clients Accomplishments:• Achieved assigned revenue and profit goals• Attracted new clients• As a member of Croc CusDev team created portfolio of tailored services for Retail and FMCG clients

Yekaterinburg, Sverdlovsk, Russia

Advanta is an online project management software that designed to assist a project manager in developing a schedule, assigning resources to tasks, tracking progress, managing the budget, and analysing workloads. When I joined Advanta they used to work mostly with SMB clients.I was supposed to enter Enterprise segment and attract big customers in Retail and FMCG fields.Responsibilities:• Outbound sales to the biggest Russian clients (Top 500 Russian companies)• Selling project management software and consulting services • Conducting conference calls and customer presentations • Consulting clients on business-cases regarding implementation of project management in their companies and how it will influence their KPI• Work with marketing to implement promotional activities, leads generation, webinars etcAccomplishments:• Achieved assigned revenue and profit goals• Attracted strategically important customers such as X5 Retail Group' chains Perekrestok and Pyaterochka - biggest Russian retail chains, Ostankino Meat Processing Plant etc• Organized a section for top retailers on the annual Advatna's coneference dedicated to developing project management. The conference was visited by X5 Retail Group, HyperGlobus, IKEA, Dixy, Cherkozovo and etc• Built and maintained profitable relationships with retail customers, which opened new opportunities to expand business on the new market

Yekaterinburg, Sverdlovsk, Russia

I was in charge of developing a new direction for selling business applications to Russian authorities.Since it was a completely new business initiative I was supposed to work without warm customer base, build a well-known brand among authorities, and engage account managers across the whole country to sell services and applications.Combined three different roles.Acted as a Key Account Manager for strategic Clients (Government of Sverdlovsk region and others). Building strong relationships and expanding network of decision makers to develop new budgetsActed as a solution sales manager. Direct expert sales, presentations, public speeches.Participating in industry conferences to seek out decision makers as deputy governors and ministers.Acted as a business development manager. Developed a program of educating account managers to help them become as self-sufficient as possible.Went on Business trips to branches.Did Research on new solutions, vendors, partners and department growth scenariosAccomplishments:• Constantly achieved the sales quota• Successfully closed strategically important deals, each from $100 K to $400 K which helped to grow the division from 2 to 8 people include two sales managers that I was leading, engineers and project managers• Changed brand positioning from “software reseller” to “trusted partner” who has a deep industry expertise• Built ecosystem of Russian software vendors who developed solutions for authorities