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EDUCATION
1998-2000 J.L. Kellogg Graduate
School of Management
Northwestern University
MBA - Master of Management
degree, June 2000
Deans Honor List
1986-1990
StanforD University
BA Political Science -
Concentration in Economics
Stanford Varsity Lacrosse
Experience
Industries:
Networking Equipment, Telecommunications Hardware and Services,
Wireless Communications, Video over IP, Internet Appliances,
Banking, Finance, Security, Software Development, SAP
Implementation, Offshore.
Functions:
General Management, Sales Management, Finance, Channel and
Direct Sales, Operations, Customer Service, Presales,
Marketing.
6/2004-7/2006 XXXX
CEO
XXXX is a
Russia-based a software development and implementation company
within XXXX, a $100 million company and one of Russia’s top ten
system integrators. Transformed company from an entity serving
one corporate customer and fulfilling orders within XXXX into a
growing company with more than 50 new customers.
·
Established network of highly-qualified independent software
development contractor partners to complement XXXX skills and
minimize monthly fixed costs;
·
Launched
new product lines, including Cognos BI, Cognos EP, SAP SEM, SAP
HR, SAP Netweaver, leading to over 1.5 million USD in new sales;
·
Implemented sales, pre-sales and marketing infrastructure
including CRM-based sales process, targeted telemarketing
campaigns, PR and seminar programs;
·
Grew
sales from 4.3 million USD in fiscal year 2004 to over 8.4
million USD in fiscal year 2005 (ending March 2006) and brought
company into profitability;
·
Achieved
more than 75 new contracts including such customers as Toyota,
Slavneft, Sibneft, SAP CIS, Samsung, TNK BP (several projects),
Kamaz, General Motors, Glaxo Smith Klein, Xerox, and
Raffeisenbank;
·
Negotiated international licensing and consulting agreements for
software intellectual property developed within Russia, for
establishment of offshore corporate entity with Russian parent,
and agreements involving Russian parent and offshore customers.
1/2003-3/2004 XXXX (London: IND)
Vice President Worldwide Sales
XXXX is the
technology leader in video over IP networks, targeting primarily
security and video surveillance markets. Products include
codecs (transmitters and receivers), IP video cameras, viewing
and recording software. Built sales and marketing
infrastructure for sale of products through OEMs, distributors,
system integrators and resellers as company transitioned from
technology licensing sales to product sales.
·
Established and rebuilt sales and channel management team
covering targeted markets: United States and Canada, United
Kingdom, EMEA,
and Asia;
·
Key wins included Greek Olympics in Athens, Greece, Securicor
Cash Handling in the UK , Rogers ATT in Canada, St. Lawrence
Seaway in Canada, City of Strasbourg, France, Saudi Aramco, and
Luton Airport in the UK
·
Established partnership relationships with major blue chip
channel partners in each major market. Re-established strategic
channel relationships damaged in company restructuring;
·
Achieved 90% growth in
monthly sales;
·
Refocused senior management on the provision of professional
partner support. Worked with technical managers to establish a
professional customer support and pre-sales organization within
XXXX, including mandatory partner training, a service level
agreement (SLA) and a call logging and registration system.
·
Launched partner
training and certification program covering, sales, system
design, and post-sales technical support.
6/2000-12/2002 XXXX
Chief Executive Officer
XXXX was a
fixed wireless broadband operator utilizing advanced wireless
networking technology to provide high-speed Internet access to
businesses and consumers under the brand name XXXX. Positioned
the company for national rollout of the network and built sales,
operations, marketing, and customer service infrastructure:
·
Prepared
business plan and financial model for rollout of infrastructure
to 12 additional UK markets and completed
network infrastructure and business rollout to 12 new markets;
·
Worked
with Board of Directors to pursue financing options (venture
capital, debt) and acquisition opportunities.
·
Led search,
identified purchaser, and managed sale of company to Firstnet
Services. Process included due diligence, price and contract
negotiation, and agreement of transaction with government
regulatory authorities. Managed post-acquisition integration
with Firstnet Services.
·
Grew
subscriber base from 350 to 3000, achieving 10-fold increase in
monthly new customer sales and implemented new pricing strategy,
resulting in 80% increase of revenue per subscriber;
·
Restructured: Operations to improve network performance and
reduce costs; Customer Services to improve customer satisfaction
and reduce churn; Marketing and Sales Departments to increase
revenues and reduce customer acquisition cost;
·
Implemented integrated automated system supporting customer
service call logging and fault resolution, sales lead management
(CRM), on-line sign-up and web-based ordering, installation
scheduling, service call management.
·
Established
relationships with key national reseller partners, government
organizations.
Summer
1999 XXXX (acquired by Sun Microsystems)
Regional Manager, Central and
Eastern Europe
XXXX
produced Linux-based Internet Server Appliances including e-mail
and web servers, rack mounted hosting servers for ISPs, Internet
caching servers, and network attached storage devices. During
short-term consulting project completed while enrolled at
Kellogg:
·
Evaluated 25 system integration/distribution partners in 9
countries (new markets for XXXX);
·
Established
contracts with leading system integrators and distributors in
each country;
·
Initiated
relationships with more than 30 European Internet service
providers;
·
Initiated
sales and marketing plans in each country;
·
Prepared
business plan for the region, including business forecast,
marketing plan, and hiring plan covering sales, marketing, and
engineering personnel.
1996-1998 XXXX
Country Manager
·
For fiscal year
’96, achieved revenues of 10 million USD (250% growth);
·
For fiscal year
’97, achieved revenues of 25.5 million USD (155% growth);
·
For fiscal year
’98, achieved revenues of 51 million USD (100% growth);
·
Starting with 2
people, built the team to 35 people: account managers; system
engineers, channel management staff, and administrative support;
·
Achieved strategic
relationships with top accounts, including the Central Bank of
Russia, Savings Bank of Russia, Lukoil, Gazprom, and the
Ministry of Railways;
·
Launched Cisco’s
two-tier distribution program, growing business from zero to 8
million USD revenue during fiscal year ’98;
·
Launched partners
in Kazakstan, Belorussia, and Moldova;
·
Organized Cisco
Russia’s payroll, accounting, and administrative
infrastructure.
1991-1996 XXXX
Sales Director (07/95 – 02/96)
·
Managing a team of
14 sales executives and 4 presales support, was responsible for
team selling the full range of XXXX products ranging from
personal computers and ATMs to complex integrated automation
solutions with large service component. Launched XXXX PC and
XXXX workstation line of business within territory, resulting in
$6 million of new business.
Program Sales Manager (06/92 –
07/95)
·
Signed 4 major
contracts with the Savings Bank of the Russian Federation (SBRF),
including a $127 million countrywide clearing and head office
automation project, the largest bank automation project in
Russia. Managed a team of 5 sales executives and 3 support
staff.
Marketing Coordinator (11/91 –
06/92)
·
Made product
presentations, evaluated functional requirements of prospective
customers, organized specialist support from XXXX headquarters,
and presented and demonstrated XXXX’ banking software products
to major Russian Banks.
Languages:
English (native); Russian (fluent spoken and written). |
