Driving sales in different market segments, market analysis, identifying new opportunities for sales and developing partnership; planning, launch and analysis of GTM activities, search for key market players and developing communication with SMEs, building long-term relationships with key customers and increasing the loyalty of existing ones; managing sales teams and key metrics. Product management: analysis of client’s needs, case studies, hypothesis generating and testing; TA segmentation, creating VP, CJM, developing pricing models and sales driving tools.Key results:• 7 biggest deals closed,• 200+ enterprise new leads as a result of marketing campaign,• long-term partnership established with 25 key players.

Managing pilot projects and strategic B2B sales: identifying new opportunities and GTM activities; involving new strategic customers and partners, developing partnership and key account management, negotiation on terms and pricing, developing KPIs and sales tools, sales team and cross-functional management; market analysis; analytical reports.Key results:• number of leads tripled due to pilot projects launch,• 10 new partner contracts agreed and signed,• provider presence ensured in 10 key partner locations,• sales team restarted (KPIs and sales plans, compensation packages).

Creating sales funnel on potential projects: leads operation management control; developing partnership with dealers and suppliers; foreign economic activities analysis, negotiations with key clients to identify market needs; delivering sales and marketing collateral: product portfolio and USP, business cases and incentives, identifying and developing new channels for product promotion, coordination and participation in exhibitions; interaction with cross-functional teams for implementation of CRM and other activities, contractors and project teams management.Key results:• 3000 industry projects funnel generated,• 15 regional dealers and service centers involved in project sales

Developing and implementing direct and partner sales strategy: new sales tools and motivation plans; CRM, partner audit, business planning; optimization of terms and pricing model; creating and analyzing sales driving tools and key metrics, commercial proposals and closing deals with key customers, delivering trainings on presentations and negotiation for partner sales teams. Market analysis and activities planning: identifying and involving product promotion channels for developing enterprise segment, creating action plan for involving, developing and retaining customers.Key results:• webinars launched with SMEs and influencers participation, as a result enterprise segment opened and retention increased by 10%• flexible pricing models and active sales approach implemented, as a result the conversion increased to 20%• 25 mln rub pilot project win for federal customer• 10% sales growth achieved through implementation of flexible pricing modelpipeline management and project sales quality improved due to CRM and leads operation process optimization• partner program with motivation plans, tools for increasing expertise and profitability from Value-added services has been developed• CRM implemented to improve partner deals management• content marketing plan made and web site redesigned according to business needs

Developing distributor's partner network and driving sales: launching the project, initiating and conducting marketing activities, involving partners and service companies, providing sales and marketing support for strategic customers; planning and execution of co-marketing activities; sales funnel management; solving agreement issues.Key results:• 50 regional partners and service centers involved• proactive work on projects implemented at the stage of budgeting• new contract signed and interaction between cross-functional units built to launch the project

Developing partner network and driving sales: identifying business opportunities to increase the share of project sales, building communications with potential partners and customers, implementing marketing, product and sales strategy in the channel, providing partners with marketing and sales collateral, implementing a motivation plan to raise level of partners’ technical and sales expertise; business planning and forecasting; budgeting and making co-marketing activities, conducting competitive analysis of partners’ product portfolio and profitability to ensure sales; loyalty management and coordination of price terms in tenders.Key results:• sales increased by 125%, 188% (confirmed by certificates)• number of certified Premier partners doubled• new 30 SMB partners involved into certification• launch of partner-led model of account management with integrators that increased sales funnel and number of projects twice• sales development tools adapted to the Russian market