Gyurgitsa Kostadinova Email & Phone Number

I support my customers achieve their sustainable business goals while exploring new revenue growth opportunities and delivering state-of-the-art total customer experience.I manage the most strategic accounts in Progress DX business unit including international Fortune top 100 companies and public global organizations part of the United Nations.Key accomplishments:• Signed the biggest Sitefinity customer within the 15-year product history. Making it the biggest among all 5083 clients across the world.• 48% YoY account revenue growth• 2023: Highlights 105% quota attainment• 2022: Highlights 111% quota attainment

Supporting large business organizations through their digital transformation journey through delivering exceptional IT consultancy and development services.Responsible for the key accounts portfolio in Europe with main focus in the energy and utilities industry sector.

• Develops and manages a network of strategic partners mainly Core Banking System vendors and Complimentary solution providers partner accounts• Meets assigned targets for profitable sales volume and strategic objectives in assigned partner accounts• Proactively leads a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship • Establishes productive, professional relationships with key personnel in assigned partner accounts• Coordinates the involvement of company personnel, including support, service, and management resources, in order to meet partner performance objectives and partners’ expectations• Manages potential channel conflict with other firm sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement. • Leads solution development efforts that best address client needs, while coordinating the involvement of all necessary company and partner personnel. • Implementing channel marketing plans set out by the marketing team.

•Client account and project management: o Manages internal resources for the flawless execution of projectso Defines project scopes and objectives, involving all relevant stakeholders and ensuring technical feasibility o Applies appropriate verification techniques to manage changes in project scope, schedule and costso Product owner accountable for analyzing client’s requirements and researching future market needs in order to enhance overall product competitivenesso Succeeds in distribution of time and resources in accordance with the project schedule in order to meet both clients‘ and internal organizational agreements and standardso Holds regular client meetings and deliver presentations to inform the clients about product new featureso Handles client escalations •Client relationship management:o Assures client’s needs are met and aligned with internal company prioritieso First point of contact between the client and the software provider company regarding new requests, issues etc.o Responsible for all billing activities between the client and the company (service charges, discounts, Change Requests estimates etc.)o Able to convey through positive language different project impediments to the clientCustomers include: Turkish Airlines, Lufthansa Group, Air Transat, Etihad Airways, Japan Airways, Thomas Cook Group, Monarch Airlines, as well as Aer Lingus, Air Baltic, Air Berlin, Belair Airlines, Cargolux Airlines, CityJet, Condor, DFS (German ATC), Etihad Airways, Europe Airpost, Finnair, Germanwings, KLM Cityhopper, LOT Polish Airlines, Wideroe, and others.

• Leads the process of gathering customers requirements regarding the implementation and delivery of CRM projects, main focus on Case Management, Customer Self-Service Portals, and Kenan Billing System • Personally responsible for the User Acceptance Testing process in order to verify the level of customer satisfaction from the delivered software solutions within the cost and time frame agreed• Responsible for identifying, analyzing, measuring and managing project risks• Escalates issues and area of concern to the senior management• Executing training sessions with customer representatives

•Takes active participation in the enforcement of both international bank projects (Mantas, Basel II, Hot Scan, Know Your Customer etc.) and custom development initiatives (T24 Online Searching Application, Standing Order for Term Deposits Project, CRM Upgrade Project, Marketing Segregation Projects etc.) implemented in eight different banks in Europe and Africa (NBG London, United Bulgarian Bank, NBG Egypt, NBG Cyprus, Banca Romaneasca (Romania), Vojvodjanska Banka (Serbia), Stopanska Banka (Macedonia) and NBG Albania•Leads data migration process for customer, account and deposit data for NBG UK•Engages in upgrades of T24 latest releases accommodating custom bank requirements within core functionalities•Performs GAP analysis verifying that the customer needs are fully covered