Dmitry Korobovtsev Email & Phone Number

Большой Лондон, Англия, Соединенное Королевство

I joined Yandex.Cloud in the role of Head of Partner program to setup and launch channel business. During the first year we have been working on the program and internal processes. First milestones that we achieved were: - Justify a business case based on unity economy of proposed partner program - Launched basic internal (billing, metering, backoffice) and external (partner’s interfaces, client management, reporting) processes - Hire a team - Create and implement referral program – Open a new market for the company In the first year we recruited more than 120 new partners (350 in total), engaged more than 80 new paid clients and doubled partner impact in overall business (5%)Second year we were re-building program to add more partner tools and motivation: - Deal registration – to motivate partners bring new clients - Project registration – to motivate partner increase an average bill in direct clients - Co-marketing plan for key partner - Annual commitment - Sales training program for partners - Launched additional business segments for High and Low touch partners - Build a self-onboarding program for new comers - Implement specializations for experienced partners - Perform first big partner event - Created a cloud sales training for partner’s salesforce In the second year we doubled partner’s impact to the direct clients (by internal projects), start recruiting new market segments, launched 2 new business segments, fulfill partner’s eco-system by new tools and features, grew till 500 partners and more than 390 clients. Overall impact to company’s revenue was about 13%.

Leading a team (Telemarketing – 5 managers, Inside Sales (SDRs) – 10 managers, Sales Engineers – 4 managers, Key Account Managers – 2 managers, Data Validation – 10 managers) that are building a channel of Service Providers (SP) partners. In this position, I was responsible for Cloud business and SP recruitment in the company, according to the following goals and milestones:- achieving the number of recruited SPs (WW); - driving company cloud revenue and delivering an expected growth rate; - establishing and improving new sales and telemarketing models (leads/deals qualification, pipeline management, marketing generation campaigns, etc.); - creating new marketing and digital campaigns (competitor campaigns, new services launching campaigns, nurturing campaigns, etc.); - working with the regional channel; launching a partnership with new Cloud Reseller in the regions (distributor’s onboarding), driving existing channel by an acceleration of co-op and additional demand generation activities (founded heads, co-marketing campaigns, bundling campaigns, etc.); - adopting an agile approach in sales and presale organizations; - launching telemarketing projects in the different regions through third parties agencies; The strategy target is to grow the market share of the company in the major regions and reach required Monthly Recurring Revenue and Cloud revenue targets. Since I joined the team and start managing cloud business we got the following numbers: - 115% of recruited NET New SPs with more than $1,5 Mln. of Annual Contract Revenue (ACV) at the end of 2017 (2 quarters); - 135% of recruited NET New SPs with more than $4 Mln. of ACV at the end of 2018 (4 quarters); - 130% of recruited NET New SPs with more than 3,7 Mln. of ACV at the end of Q1-Q2 of 2019.

On this role in Microsoft, I was responsible for assigned accounts and selling Professional Services through them. We had 2 types of service: Premier Support and Consulting (complex projects based on MS technologies). My main focus was:- Constant contact maintenance with key customers in different verticals (Commercial, Manufacturing, Banking, Retail);- Creation and execution of the sales plan for enterprise customers in my account list;- Forecasting and committing of the quarter and annual achievement within account planning strategy; - Pipeline management – updating current pipeline, searching for the new customers, building trustful relationships with customers;- Delivering strong growth by exceeding defined revenue targets and KPIs;- Collaboration with the regional team, partners and coordination of their work, in order to drive revenue corporate contracts sales and MS solutions implementation;- Making presentations on partner’s/customer’s events and conferences;- Consulting partners and customers about commercial part of the business (licensing, solutions, tenders, documentations and etc.);- Meetings with technical and business decision-makers, making a presentation on solutions and advantages – handling objections from both sides;- Mentoring of a new sales executive: MS services products, methodology of sales;- Selling and driving different types of service contracts including consulting for big international and local companies (implementation Microsoft products and services like MS Dynamics, Azure (different scenarios), AD, SQL, Security and etc.).

Building a market position by locating, developing, defining, negotiating, and closing business relationships. Responsible for developing strategies and programs that support the core company objectives and goals. Enlarging business by developing new clients and partners for the company’s growth.Successful execution of business strategies for company products and services;establishing operational processes in the company.Serving as a link between Russian Customers and Partners and the business and sales development teams in EMEA region.Success stories: AVAYA project (Telemarketing/Channel); Google project (Sales); Adobe project (Telemarketing/Sales), Citrix project (Telemarketing), HP (Telemarketing/Sales),CANON project (Telemarketing/Channel), Cisco project (Telemarketing/Sales), additionally a few small projects with smaller companies and Russian partners.Responsibilities:- Establishing KPIs (SOPs) and BSC; - Negotiations with existing customers (EMEA Managers and Directors);- Set sales targets and define a strategy to achieve these targets with a collaboration with other company structures and partners;- Supporting and participating in different IT events, exhibitions to develop our pipeline and ensure maximum company’s recognition on the market;- Hiring & training of sales resources and team leads; - Responsibility for assigned budget and managing operational costs within all projects of the company;- Creation, execution and managing quarterly planning, tracking ROI, risk management;- Reporting to C-level management of the companyI got an experience of driving international projects as well: Cisco Inside Sales project in Lisbon (4 months, 15 people); launching Apple project in Barcelona (a few weeks, 20 people).

Supporting and developing Cisco partners in Russia. Working with other company’s departments to increase assigned partners revenue and coverage. Success story: engaging of new strategically important Cisco partner in Russia and brought up to 160% target overachievement.Responsibilities:- Interaction with existing partners of the company and building strong relationships with - them;- Informing partners about new channel programs and promos;- Discussion with partners current and future projects, periodic acquisition of sales - forecasts;- Discovering unknown resellers, recruiting and registering new partners, partners support;- Developing the Select partner program (the program aimed to stimulate sales in SMB - market segment (small and medium business));- Controlling sales chain "distributor-partner-customer", providing special conditions for partners in key projects;- Supporting partners in tenders with enterprise and public customers;- Organizing live, web, telco conferences with the Cisco partners CEOs;- The strategic vision of the region and planning sales & partner activity based on Sale Out.

Hunting for potential customers and new projects on SMB market, SP and education sectors. Leads generation, qualification, developing and converting to the deal with a closing through the channel.Collecting and providing information according to customer requirements concerning products and solutions, creating requests and negotiations with decision makers. Success stories: deal with a profit $150K, project’s ROI growth from 4% to 15%.Responsibilities:- Manage Inside Sales team (SDRs and BDRs) to ensure leads generation, opportunities detection and qualification;- New hires trainings on product line, soft skills, negotiation skills, telesales, cold calls, time management;- Coach and identify candidates for future promotion;- Collecting strategic market intelligence on competitors, channels, customers and market trends and sharing such analysis with CANON sales and marketing teams at Monthly and Quarterly Business Reviews;- Hitting marketing goals by increasing market segment share, adoption of new products and technologies and expanding value-add customer coverage;- Preparing and presenting sales plans, forecast, and reporting;- Pilot project with CANON's direct sales: participating in deals with big customers (entr. & publ. segments), tenders creation, technical and financial support, meetings with customers and IT dept. to coordinate documentation details;- Creation of competent and skilled telesales account management and support teams complete with management structures, sales quotas, training, escalation and reporting processes.

Controlling all corporate network, provide users support and equipment service. Promptly updating of soft-/hardware solutions. Market researching and providing best and effective solutions for company infrastructure.Success story: Cisco IP Telephony implementation Responsibilities:* Negotiation with service providers* Quality of Service (QoS) support* IT resources development * User support (more than 70 users)

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