Alla

Резюме Sales Executive

16 марта 2021 г.

Киевская область

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PERSONAL INFORMATION	Alla *******

	Pivnichna Str., 04214 Kiev, Ukraine


	https://www.linkedin.com/in/alla***** (https://www.linkedin.com/in/alla*****#_blank)
	Skype alla.cherkai
	Sex Female \| Date of birth ********** \| Nationality Ukrainian

PERSONAL STATEMENT

Preferred jobs: senior sales/business development executive, channel sales executive, head of sales

Strong Sales Executive, helping IT companies to develop their business through revenue and profitability growth in emerging markets. Experienced in sales team building and business development.

17+ years of experience in IT industry, Enterprise field, as sales manager, sales executive, business development and project manager

12+ years experience in Enterprise Software industry/HighTech

5+ years of sales management experience with teams up to 10 people

Multi-country experience: Eastern Europe, Russia&CIS, Turkey

Huge experience in adoption of new products and technologies as well as working with new industry or geographical territory. Experienced also in crisis management

Excellent communication, presentation and negotiation skills.

WORK EXPERIENCE

July 2019 - current	B-consult (http://www.b-consult.com.ua/en/ (http://www.b-consult.com.ua/en/)) CEO, Owner, Sales Executive B-consult is business consulting services for IT -companies: sales management, business development and marketing management. Being founder. acting as External Sales Executive. Helping companies - as external advisor/board member or part of their team - to grow their business in IT through revenue growth and business development, helping to build and develop strong sales team and effective sales model. Project management and business analytics services.
Oct 2019 – Sep 2020	UMA Consulting (https://umaconsulting.com.ua/ (https://umaconsulting.com.ua/)) Advisory Board member, VP sales UMA Consulting is SAP partner system integrator, focused on CX (CRM sales, marketing, service) and TMS solutions. Target customers - Enterprise o Medium Business (>150 Mio EUR annual turnover). AS head of sales, helping to build and develop strong sales team and effective sales model, to generate strong pipeline and ensure deal closing in Ukraine and Eastern Europe.
Mar 2017–July 2019	Headtechnology Group (Estonia/Ukraine) https://www.linkedin.com/company/headtechnology (https://www.linkedin.com/company/headtechnology) Eastern European VAD (distributor) of IT Security solutions, HQ - Estonia, affiliates - Russia, Ukraine, Kazakhstan, Baltics, Hungary (earlier - Poland, Romania), Turkey. Focused mostly on Software/SAAS solutions- US or EU, who enter EE&CIS markets. VP Sales and Strategic Alliances ▪▪Head of Sales at Distribution Company focused on Information Security Solutions (MobileIron, Ivanti, Arista. Solarwinds etc.) covering over 30 countries ▪▪Managing sales team (up to 10 people): regional sales directors and managers located all over Eastern Europe, Russia, CIS, Turkey. ▪▪Responsible for strategic alliances and business development ▪▪Decision maker for company product portfolio ▪▪Managing and establishing relations with strategic vendors and partners. Territory: Eastern Europe (Poland, Baltics, Romania, Bulgaria, Hungary, Czech Republic, Slovakia, Slovenia, Adriatics), Russia, CIS (Ukraine, Caucasus, Kazakhstan and Central Asia), Turkey Achievements: over 50% revenue growth within a year regular forecasting model implemented regular internal meetings and trainings for sales and presales team launched new sales motivation model implemented (target based instead of percentage based) new marketing team created new marketing strategy implemented extended company product portfolio - 5 new vendors extended current contracts to cover new territories
Jun 2013–May 2016	SAP (Kiev ,Ukraine)
	Account Executive
	▪▪Executive Sales ▫▫selling SAP full product range ▫▫managed projects for customer SAP solutions implementation survey, business processes analysis and composing SAP Solutions based business transformation roadmap, benchmarking, value engineering and ROI ▪▪Virtual Account Team Management (involved into work with customers and managed pre-sales resources, solutions sales, SAP consultants, SAP partners; worked in team as customer communication and project lead; built relationships with SAP industry and product teams) ▪▪account management and new customers acquisition ▪▪value selling to C-level ▪▪management and strategic business development for the field Achievements: 150% of sales target achieved (2013) the biggest technology deal closed

Nov 2010–May 2013

Oracle (Kiev, Ukraine)

Territory Sales Representative

▪▪generation of new license sales revenue according to corporate targets
▪▪sales and promotion of Technology and Middleware solutions;
▪▪management and industry business development, strategic planning for the field
▪▪cooperation with other line of business aimed to generate new revenue, efficient joint teamwork on accounts.

Nov 2007–Oct 2010	Oracle (Kiev, Ukraine)
	Channel Sales Manager (VAD and ISV manager)
	▪▪management and development of Oracle Value Added Distributors and ISV's, establishment of joint business and development plans ▪▪channel management and development in Ukraine and Moldova (over 100 partners) ▪▪management and forecast of channel business pipeline ▪▪partner engagement and activation, sales enablement and business development ▪▪strategic planning for channel marketing ▪▪management of channel conflicts

Jan 2007–Oct 2007

JSC «Bankomzvyazok» www.bkc.com.ua (http://www.bkc.com.ua) (Kiev, Ukraine)

Project manager, team lead

▪▪project management (team of 7 people), time and resource plans management, control on project task execution
▪▪management of development and implementation team for e-Docflow (IBM Lotus Notes\Domino based)
▪▪product presentations, customer negotiations, cost management
▪▪sales of new projects and services

Achievements:

▪▪strong implementation team established and as result corporate targets reached and over
▪▪compensation program for the team successfully developed and implemented that ensured strong motivation for team members and project success

May 2006–Dec 2006

Art-master, Ltd. www.am-soft.com.ua (http://www.am-soft.com.ua) (Kiev, Ukraine)

Business Development Manager

▪▪sales and pre-sales activities, promoted software and software development services for GIS department, made solution and value proposals for different target markets, customer management (searched and developed new opportunities, conducted negotiations, made presentations etc.)
▪▪managed relations with partners (Intergraph, Oracle, Microsoft)
▪▪strategic business development

Jun 2004–May 2006	“IT.Ukraine”, LLC www.it.ru (http://www.it.ru) (Kiev, Ukraine)
	Key Account Manager
	▪▪IT-solutions sales (e-Docflow systems, ERP/CRM/MRP-systems, services; software development, SCS and ACS design and construction; software and hardware solutions (IBM, Oracle, Microsoft, Cisco Systems), cluster systems); ▪▪managed customer relations and worked with customers within sales cycle; ▪▪managed relations with partners (IBM, Oracle, Microsoft, Cisco Systems, HP etc.) ▪▪business development and strategic marketing planning.

Aug 2002–May 2004	"Software Development Solutions (SDS)" (Kiev, Ukraine)
	Sales and Marketing Manager
	▪▪sales manager (new opportunities search and development, account management within sales cycle, contract negotiations etc.); ▪▪marketing manager (organized participation in marketing events, executed demand generation campaigns, managed internet-marketing, conducted market research, executed PR activities).

EDUCATION

Oct 2016–Jan 2017	Business Administration (CEO) Interregional Academy of Personnel Management, Kiev (Ukraine) ▪▪management for companies and organizations, extension course
Sep 1997–Jun 2002	Master’s degree in International Information/International Relations
	National Taras Shevchenko University, Institute of International Relations, Kiev (Ukraine)
	▪▪Master's degree in International Information (specialized in Information Systems and Technologies) ▪▪Bachelor's degree in International Relations (with honours) ▪▪Additional qualification: translator interpreter (German language)

Sep 2002–Jun 2004

Finance

State Institute of Economics and Management, Chernihiv (Ukraine)

Non-degree program, high school diploma:

▪▪economics
▪▪finance

TRAINIGNS&CERTIFICATES

2018	MobileIron Account Executive Int************* – Partner/ MobileIron University
2015	Value Based Selling & Deal Closing / SAP CIS, Kiev (Ukraine)

2014

Key Accounts Management / Radmilo Lukych/Salecraft for SAP CIS, Moscow (Russia)

2013

Year One Success Sales Bootcamp Accreditation /

GCO University EMEA and MEE/SAP SE, Walldorf (Germany)

2012	Time Management / Cegos UK Ltd for Oracle EMEA, London (United Kingdom)
2010	Higher Purpose Listening / Oracle CEE, Prague (Czech Republic)

2010

Value Selling Practitioner Training / Oracle CEE, Kiev (Ukraine)

2008

EMEA Sales Induction Bootcamp / Delta Training&Consulting for Oracle EMEA, Dublin, Ireland

2008	MY Partner Business (multi-channel sales model) / The Action Skills Company for Oracle EMEA, Budapest (Hungary)
2006	Microsoft Project User
2005	Microsoft Sales Specialist Light
2004	IBM DB2: introduction course, DB administration

PERSONAL SKILLS

Mother tongue(s)	Russian, Ukrainian
Other languages	English (fluent), German (С1), Polish (A2)

Organisational / managerial skills

leadership (managed teams of up to 10 people), 4+ years of direct people management experience, 3 years of virtual team management

Job-related skills	Sales. Leadership, Relationships / Networking, Go-To-Market Strategy, Sales Management, Staffing, Performance Management, Team Building & Development, Employee Motivation, Vendor Management & Relations, Partner Management, CRM, Strategic Alliances, Business Development, Account Management & planning, Forecasting, Value Added Distribution, IT Channel, B2B sales, SAP, Oracle
Digital competence	▪▪advanced PC user: Windows, MS-Office ▪▪applications: SAP ERP, SAP CRM/C4C, SAP SuccessFactors, SAP Ariba, Oracle E-business Suite, Siebel CRM

ADDITIONAL INFORMATION

References

References available on LinkedIn www.linkedin.com/in/alla******* or on request.

Visa information

No visa required for EU travels.
USA Visa (valid till 2029)
Ready for business trips.

Ready for relocation.

No working permit in EU – sponsorship is required

Family status

single, no children

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