Mikhail Fedorov Email & Phone Number

Dubai, Ae

Dubai, United Arab Emirates

Singapore

• Defined and oversaw execution of GTM and Account Leadership for SAP Strategic Customers • Led Global sales transformation focused on sales productivity of Global Account Directors • Drove business performance improvement programs: Build of long-term pipeline and Strategic Deals (deals of €10M and above in value). • Led business development across key SAP strategic focus areas: Intelligent Enterprise, Business Networks, engagement with Hyperscalers (through RISE with SAP initiative)• Led deployment of SAP Executive Board sponsored Customer Success Initiative across Strategic Segment. A program to improve customer post sales experience, solution adoption, value delivery and renewals• Established industry focused sales communities and fostered development and sharing of best/next practices• Provided Executive Sponsorship in a selected set of accounts across APJ/SEA• Leadership and coaching of Account Teams. Design and deployment of Account Director Academies. • Sponsored cross-organizational programs to improve engagement with SAP partner ecosystem

Singapore

• Drove growth & share of wallet in Strategic Accounts segment across APJ. • Built a team of Strategic Pursuit Advisors to attain revenue growth objective. Leveraging Strategic Pursuit Advisors as acceleration and deal value multiplier achieved 160% YoY Services growth in incubation Accounts, 101% of Services bookings targets in FY2017• Set up and operationalize new regional Services Deal Desk to drive 40% improvement in sales productivity. Improve deal velocity and simplify deal execution process• Secured alignment in sales motion and engagement model across Digital Business Services and License sales. In 2017 achieved 24% growth for Services bookings in Strategic customer segment. 120% of target• Contributed to APJ Customers Success initiative: executive sponsorship and oversight on transformational initiatives with focus on software adoption and Cloud renewals• Led as regional sponsor in new IP/Product empowered Services offerings: SAP Model Company, SAP Intelligent Enterprise Services: Express Innovation for ML & IoT• Led and coached Account teams

Singapore

• Led APAC Services sales, business development, GTM & sales strategy for a $300M service portfolio. • Sales leadership across distributed sales team of 70+ in 12 APAC Subsidiaries. Build new sales/pre-sales team units, hired, developed, coached Sales Managers • Built a dedicated regional Strategic Engagement Team focused on Value Advisory for Business Decision Makers in FSI, O&G and Public Sector – State-owned, Local, Regional, Federal Governments• Services sales transformation leading in Cloud (SaaS, Paas), IoT and Mobility solutions• Improved Sales Operations and provided leadership for sales excellence initiative to improve key Sales Processes: Account Planning, Complex Deal Management, Pipeline Management, Business Planning• Led business turn-around across APAC Services Sales, growing business from $186M to $300M in 2 years • Gold Club award. Quota attainment: 110% in FY13, 108% in FY14, Organization health index: 94/100

Paris Area, France

- Geographical coverage across France and CEE (including Russia).- Led efforts to achieve 90% Renewal and 110% Recapture rates for Microsoft Enterprise Annuity/Subscription business- Engaged with Area President and Subsidiary GMs to driving Top Accounts development, Partner Channel transformation, Business & Growth Planning, Segment Team Alignment.- Coached Account Team units on Account Planning, Solution Selling, Deal Clinics across CEE. - Coordination of Sales Excellence processes across Enterprise software Sales and Services

Russian Federation

Developed brand new regional Microsoft Services practice spanning 5 Russian RegionsBuilt relationships with regional partners, global, local and Moscow downstream customers, and lead business development (owned a Regional Services P&L)Hired great people, developed and led those people

Lead pre-sales in Southern Europe: France, Spain, ItalyBusiness planningManaged field GTM and marketing eventsPR and communicationDeveloped partner network (System integrators and techology partners)

Paris Area, France

Managing Consultant Project and business development leadership in Enterprise Integration and B2B Designed solutions and corporate integration architectures based on various IBM softwareDefined EAI Architecture for retail solution (JDA/POS integration) Lead International development team of 40 WAS/Java developers

Greater Chicago Area And Paris

SAP Practice: Production, Materials Management O&G, Process IndustrySupply Chain Project Manager: Coordinated implementation of SAP (APO) - Demand Planning and Supply Network Planning for European manufacturing and distribution network

Hungary

Mba, Mis

Master'S Degree, Mechatronics, Robotics, And Automation Engineering

Bachelor'S Degree, Mechanical Engineering