Mikhail Kutsenko Email & Phone Number

Ukraine

Kyiv

Ukraine

- Defining and executing Go-to market strategy for RUN SAP Business One in Ukraine- Responsibility for partner’s execution of revenue commitments through Managing of pipeline and support sales processes- Developing the SAP Business One partner's business in Ukraine by driving sales, demand generation activities and partner’s capacity growth- Support Partner’s sales by personal involvement into the sales process- Business development with Partners: • Providing business planning (segments \ territories \ industries) • Marketing strategy and activities planning according to industries \ solutions \ values • Planning according to goals, priorities and channel capacity enablement (sales, pre-sales, consulting)

Ukraine, Georgia, Azerbaijan, Uzbekistan, Turkmenistan, Kyrgyzstan, Tajikistan

- Managing indirect business at 7 countries in RCIS (Ukraine, Georgia, Azerbaijan, Kyrgyzstan, Tajikistan, Turkmenistan, Uzbekistan)- Defining and executing Go-to market strategy according to goals, priorities, budgets and channel capacity- Developing and executing a strategy of entering new markets and further SAP presence enhancement at these territories (Azerbaijan, Kyrgyzstan, Tajikistan, Turkmenistan, Uzbekistan)- Leading business development with Partners: • Building up from scratch as well as further development of partner ecosystem at completely new for SAP markets (Azerbaijan, Kyrgyzstan, Tajikistan, Turkmenistan, Uzbekistan) • Business planning (segments \ territories \ industries \ products) • Marketing strategy and activities planning (at part of co-partners marketing) • Planning enablement according to goals, priorities and channel capacity (sales, pre-sales, consultants)- Building a win-win cooperation model with experienced partners with industries solutions outside of the territory and distributing their expertise to local markets (via cooperation with local partners)- Managing pipeline and partners' sales processes by personal involvement into the sales circle- Building deep relationships with all partners’ types (Resellers-, Service- and Build- Partners)

Kiev, Ukraine

Responsibilities:- Driving and supporting indirect type of business in Ukraine, Georgia and Moldova (until January 1, 2013)- Defining and execution Go-to market strategy according to goals, priorities, budgets and channel capacity- Business development with Partners: • Providing business planning (segments \ territories \ industries) • Marketing strategy and activities planning • Planning according to goals, priorities and channel capacity enablement (sales, pre-sales, consultants)- Managing of pipeline and support sales processes- Building deep relationships with all partners’ types (Resellers-, Service- and Build- Partners). Achievements:- 2011 (135%) and 2012 (145%) Indirect-revenue goals were overachieved - Was rewarded with membership in WINNERS’ CIRCLE in 2011 and 2012 (Top Performer)

Kiev, Ukraine

Responsibilities:- Managed Microsoft Dynamics business in Ukraine and Belarus- Defined short- and long- goals and priorities for every territory and products- Managed Dynamics products’ pipeline (include cross-department cooperation)- Managed channel capacity according to priorities and strategy goals- Planning and execution marketing for Dynamics product inside of subsidiaryAchievements:- FY2010 revenue goals were over achieved (120%)- Partners landscape was rebuilt and stabilized

Kiev, Ukraine

Kiev, Ukraine

Responsibilities- Started rep office in Kiev- Provided:  Operational planning according to Strategic goals  Cost accounting  Relationships with vendors and partners  Relationships with key customers (AIS Corporation, Concern Galnaftogaz, Gradostroy)  Sales team management (5 employees)  Consulting team management and coordination (20 consultants for 4 practices)Achievements:- Achieved revenue and profit goals - Got partnership with all targeted vendors and partners (Microsoft , COGNOS, SAP )- Started new practices: Business consulting, Cognos, Microsoft Dynamics, SAP – over 25 employees.- 10 projects of 7 customer company were sold and implemented (AIS Corporation, Concern Galnaftogaz, AVON, Gradostroy, subcontracts at OXS (OGK-4,TGK-5, TGK-6, Volgskaya TGK, Kurskergo)- Implemented new sales methodologies and CRM system- Average utilization – 70%, chargeability – 80%

Kiev, Ukraine

Achievements: - Organized and managed Sales department (4 persons)- Got 2 new clients (AIS Corporation, AGRO-SOUZ Corporation) with total budget more than USD 500K

Moscow, Russian Federation

Achievement : Total sum of new contracts - > USD 2,5 mln

Kiev, Ukraine

Donetsk, Ukraine