Irina Gruzdeva Email & Phone Number

Helping international companies on their journey to digital transformation by connecting their business ambitions with SW development capabilities- Leading a sales team of Key Accounts towards its KPIs - Controlling business development in top-5 Customer Accounts- Developing regional sales practices

Moscow, Russian Federation

Leading the biggest oil&gas customers into the digital age with Microsoft technologies - Result driven account executive possessing a significant record of sales achievements (managing pipeline of over $20M per year)- Took responsibility for the end-to-end sales cycle managing yearly pipeline of over $20M with a record of overachieving targets- Orchestrated virtual account team (up to 30 people) from technical, marketing, support and product development departments across CEE, EMEA… Show more Leading the biggest oil&gas customers into the digital age with Microsoft technologies - Result driven account executive possessing a significant record of sales achievements (managing pipeline of over $20M per year)- Took responsibility for the end-to-end sales cycle managing yearly pipeline of over $20M with a record of overachieving targets- Orchestrated virtual account team (up to 30 people) from technical, marketing, support and product development departments across CEE, EMEA and WW with an aim to produce transformative business outcomes- Lead and closed large transformational deals of various industrial solutions with a size up to $15M- Generated pipeline by promoting Oil & Gas digital transformation solutions and closely cooperating with major industrial partners- Prepared and executed account plans (safeguarding sales goals are on target) anticipating market changes and adjusting as per customer needs and priorities- Set up multi-year strategic commitments with customers to solve their business needs and expand their markets and product offerings- Built strategic customer relationships on various levels (maintaining 50+ network) and communicating across many deal types and project phases (presale, delivery, support)- Acted as a trusted partner demonstrating confidence with C-level executives and building strong business rhythm with regular engagements- Initiated and managed O&G framework that includes marketing/technical initiatives to promote specific solutions on a country level. As a result, Energy Sector moved to Strategic level for local subsidiary showing double digit growth in core products- Launched and governed Oil & Gas sustainability initiatives adapting WW and MEA practices to Russian business landscape (for ex. Methane emissions monitoring, Carbon Capture platform etc) Show less

- End to End responsibility for Presale project phase - Account Manager support in the Sales process (covering 2 separate Telco Accounts from top 3 telco players with 2-5 Opportunities ongoing)- Multinational/virtual bid teams management up to 20 people- Commercial terms negotiations (overachieved revenue targets by 7%, margin – by 10%)- Complex proposal preparation for solution including HW, SW, delivery services, support, consulting- Partner management ensuring… Show more - End to End responsibility for Presale project phase - Account Manager support in the Sales process (covering 2 separate Telco Accounts from top 3 telco players with 2-5 Opportunities ongoing)- Multinational/virtual bid teams management up to 20 people- Commercial terms negotiations (overachieved revenue targets by 7%, margin – by 10%)- Complex proposal preparation for solution including HW, SW, delivery services, support, consulting- Partner management ensuring back-to-back agreements- Contract management including negotiation, approval and execution flows (over 10 deals per year) - Management of the deliverables as per project baseline in IoT, NFV, Big Data Analytics, consulting- Proactive project management to reduce the project lead time and cost (margin improvements by up to 10%, customer satisfaction survey results reached 96%)- Forecast Accuracy control on the project level (less than 3% deviation)- Resource management driving 15% cost efficiency- Regular business reviews with the Project Status (reaching complete Green KPIs at the closing phase)- Escalation manager for top deal of department (5 year contract for over $10M)- YoY prolongation negotiation of Support Contracts (up to 12 contracts) in tough environment without T&Cs change- Customer stakeholder coverage increase from 0 to a developed network from engineers to decision-makers- Consultative customer engagement resulting in upsell of existing Projects in delivery and support phase with new products or additional services (up to 10% of department’s budget)- Participation in Annual Account and Business Planning, Deals’ Strategy preparation Show less

- Financial and operational support for business with 2% forecast deviation and 100% compliance- Purchase Order processing as per Guidelines with no escalations or negative feedbacks- Contract compliance check / invoicing resulting in positive customer feedback- Planning/forecasting together with business/PMs at project/account level increasing accuracy up to 98%

Paris Area, France

- Realization and enhancement of financial models (profitability analysis of loyalty investments, etc.)- Support on Investment Optimization (financial modeling, ROI, budget balancing)- Monthly forecasting of performance

Bachelor Of Business Administration (Bba), Finance, General

Value Negotiations

Master'S Degree, Corporate Finance, Economics

Bachelor'S Degree, Finance, General