Victoria Le

Experience

• 

  LANIT

  Sept 2005 - Aug 2008

  Key Account Manager, Central Bank of Russia

  MAIN RESPONSIBILITIES:- Developing and managing powerful business relations with customers;- Identifying the needs of the customers, detecting of development strategy;- Promoting company products/services to the clients (equipment, software, IT-solutions, training, technical support);- Signing the contracts, working with documents, forming the reports;- Leading high-level negotiations (IT-directors, financial directors).ACHIEVEMENTS:Development and attraction of new strategic accounts, increased monthly volume 25 percent and helped to improve customer-company relations during my tenure.Projects:- Consulting and education, systems integration and customer support of telephone systems Ericsson, Avaya, Alcatel in Central Bank of Russia in regions;- Delivery of network equipment and services that make telecommunications possible. Show less

• 

  Softline

  Jan 2009 - Nov 2010

  Sales Manager, Public Sector

  Accounts: Government organizations and State Corporations (Rosatom, RUSNANO, United Industrial Corporation OBORONPROM, Roscosmos etc.) MAIN RESPONSIBILITIES:- Developing and managing sales in the following fields (strictly): government organizations (legislative branch and law enforcement agencies);- Working closely with the clients;- Promoting company products and image and addressing the market situation;- Conducting HQ-level annual negotiations; - Identifying new business opportunities;- Supervising the implementation of contractual obligations; - Establishing and develop strong strategic business relations with clients;- Preparing, negotiating and implementing the sales and marketing plan in dedicated key accounts.ACHIEVEMENTS:-Creation and implementation of system of planning and monitoring KPI in RUSNANO;- Creation of atomatic system “Portfolio of projects of Corporation” in RUSNANO;- Audit of System Information Security in Corporation OBORONPROM- Modernization of fax-system in Bank of Russia;- Deployment and technical support of internal portal in Bank of Russia. Show less

• 

  R-Style

  Nov 2010 - Dec 2011

  Key Account manager, Central Bank of Russia

  MAIN RESPONSIBILITIES:- Taking the lead in the acquisition of new strategic accounts and developing business with the existing;- Providing direct accountability for sales, margin, customer profitability and customer satisfaction of the dedicated strategic accounts;- Striving for a good understanding of the customers' business and their value drivers; - Identifying opportunities on main and regional key accounts;- Developing the account plans for main and regional key accounts, monitoring and controling the account plan implementation;- Leading all level negotiations with customers;- Analyzing POS information to adapt and improve the account plans;- Coordinating with internal departments;- Solving all problems connected with logistics, project implementation and client satisfaction;- Reporting on the weekly basis.ACHIEVEMENTS:- Delivery and technical support of equipment Xerox and Fujitsu in Bank of Russia;- Delivery of software VMWare and Oracle in Bank of Russia;- Software engineering of payment system Avizo in Bank of Russia;- Creation and implementation of System of Information Security in Bank of Russia (CheckPoint, SolarWinds, Akkord, DeviceLock, MaxPatrol. IBM Infosphere Guardium. Cisco Secure Access Control system, ArcSight ESM);- Creation of cloud-infrastructure in RUSNANO (build, manage, and deploy public cloud). Show less

• 

  Microsoft

  Jan 2012 - Dec 2014

  Microsoft Licensing Sales Specialist, EPG, Public Sector

  Accounts: Public Safety and Defence, Healthcare, State Corporations (Rostechnology, Roskosmos, United Aircraft Corporation), Courts, Federal and local Government.MAIN RESPONSIBILITIES:- Achieving assigned territory sales target by maximizing Microsoft licenses and services revenue to prospective and existing customers;- Developing and execution business plans to achieve software revenue from strategic, multi-year, high revenue complex deals, which results in anticipating future industry trends;- Managing internal and external relationships, conducting negotiations with customers at highest levels (mainly CIO, CEO, CFO, procurement) and channel partners (software distributors, Large Account resellers and IT integrators);- Understanding industry and market drivers, performing research and analysis (financial, TCO, competitors, whitespace and product analysis) to identify business opportunities, that maximize revenue and scorecard achievement and customer/partner satisfaction;- Acting as the “trusted advisor” to highlight the value of Microsoft solutions to the customers’ business;- Participating in industry events, making public presentations and taking part in other sales development activities;- Managing customer engagements, translating customer requirements into licensing program details, understanding concession risks and cost-of-sale implications, negotiating contracts with customer resources and closing deals;- Reporting and managing sales pipeline and weekly forecast against revenue targets.ACHIEVEMENTS:- Achieving 100% sales quota, increasing new annuity business and securing long-term sustainable revenue growth within assigned territory;- Building strong relationships with customers at highest levels and growing customers satisfaction through providing the value, that Microsoft brings to their customers;- Participating in business critical projects with excellent results. Show less

• 

  Thomson Reuters

  Apr 2015 - Dec 2015

  Account Manager, IP&Science

  Accounts: Government&AcademiaThe business of TR IP&Science provides intellectual property, pharma and scientific information (BI) and associated tools and services to governments and universities.MAIN RESPONSIBILITIES:- Developing and execution sales strategies that deliver profitable growth for the assigned key accounts, according to the business plan, with emphasis on achieving the greatest possible sales volume & margins;- Identifying new business opportunities with new customers and expansion of new business development with existing customers;- Establishing and nurturing of a professional business relationship with all key individuals and top decision makers (CIO, CFO, CEO) in assigned accounts and growing customers satisfaction;- Deep understanding of key industry trends and customer’s business, technology footprint, strategic growth plans, technology strategy, competitive landscape to remain updated on issues impacting the prospect;- Orchestrating internal resources across the company and its departments to execute winning sales;- Preparing proposals for customers, including development of strategies and concepts of progress, preparation of commercial proposals and presentations, participation in industry events;- Effectively solving problems and managing risk to ensure achievement;- Monitoring the performance of projects and the adoption of measures to improve results within its competence;- Reporting and managing sales pipeline and weekly forecast against revenue targets.ACHIEVEMENTS:- Retaining current business (National deals) with higher recapture rate and growing new business within G&A accounts (Rospatent, Skolkovo, Ministry of Health etc.);-Successfully implementation of the research information management system (CRIS-system) Converis at MISIS;- Consulting projects at universities to support their strategy in the field of ranking, scientific and patent research and analysis. Show less

• 

  Digital Design

  Feb 2016 - Apr 2017

  Senior Sales Manager

  Digital Design is ECM and BPM market leader with it's key platform Docsvision helping the customers build a complete document management solution tailored to individual business requirements.Accounts: The main focus is government, but also organizations in banking, retail and energy sector.MAIN RESPONSIBILITIES:- Achieving new sales target of ECM and BPM software on an annual and quarterly basis;- Generation leads, finding and attraction new customers;- Analysis of the ECM and BPM systems market, developing the sales strategy and the ability to successfully position against the competitors;- Negotiating with first persons of the companies;- Preparation of technical and commercial proposals for customers;- Developing and making presentations (e.g. demonstrations) of ECM and BPM solutions for customers;- Preparation of tender documentation, protection of tender procedure based on knowledge of federal laws FZ-44, FZ-223;- Coordination with internal departments (Technical Department, Finance and etc.) in the company and sub-contractors;- Project management: monitoring and controlling quality and timing of the closure of projects, problem solving with the team and customers;- Participation in exhibitions, conferences, seminars and other marketing events;- Reporting and managing pipeline in CRM.ACHIEVMENTS:-Implementation and technical support of ECM-system at Ministry of Agriculture of Russia;- Automation of business processes (coordination of contracts, the project documentation, integration with 1C and other registration systems) on platform Docsvision at development company INGRAD;- Modernization and technical support of BPM-system at BNP Pariba Bank, Retail company Letoile and others. Show less

• 

  МТС

  Apr 2017 - Oct 2020

  National Sales Manager

  Accounts: Financial InstitutionsMAIN RESPONSIBILITIES:- Achievement to sales target for system integration services, including digital solutions as Big Data, Cloud and IoT;- Understanding of industry trends of customer’s business, competitive landscape, development of sales strategy to grow the sales;- Orchestrating internal resources across the company (Presale, Project manager, Group of sales support);- Organization of personal meetings, conducting business negotiations at the level of the first persons of the company;- Preparation and presentation of the company's products and integration solutions to the customers;- Preparation of individual proposals for the customers, the conclusion of contracts;- Building and developing relationships with existing customers, increasing level of satisfaction; - Participation in marketing activities to develop new opportunities for the company;- Reporting and managing pipeline in CRM.ACHIEVMENTS:- Сonclusion and development of 3-years contract of Microsoft software delivery for 3,9 billion rubles to Sberbank;- Сreating a hybrid infrastructure for deploying cloud services in Sberbank daughter companies;- Сreating a network quality monitoring system in Liebherr Russland;- Robotization of business processes at Central Bank of Russia. Show less

• 

  Mail.ru Group

  Jan 2021 - Jan 2022

  Sales manager of Digital B2B Solutions

  Accounts: Financial Institutions MAIN RESPONSIBILITIES:- Achievement to sales target for digital business solutions (Cloud, IoT, Big Data, AI- solutions, Tarantool data integration platform, communication and HR-tech services etc.);- Searching and attraction of new clients;- Analysis of current business processes of clients, identification of problem areas, development of recommendations for digital transformation of business;- Building strategic partnerships and developing relationships with decision makers at all levels of the organization;- Identifying customer needs, conducting presentations, preparing proposals and launching projects;- Orchestration internal resources (product managers, architects, marketing) to prepare optimal proposals for clients;- Participation in industry conferences, conducting workshops for clients;- Reporting, planning and business forecasting.ACHIEVMENTS:- Projects for development of client analytics services based on Big Data and Machine Learning technologies for banks and insurance companies (Customer Insights, CRM Performance, Geo analytics etc.)- Projects for delivery of public cloud services (IaaS) in banks and insurance companies.- Pilot Project in VTB for deployment of corporate messenger. Show less

• 

  Microsoft

  Feb 2022 - Jun 2022

  Solution Area Specialist (Azure Data&AI)

  Accounts: Corporate Medium BusinessMAIN REPONSIBILITIES:- Achievement of quarterly targets for the consumption of Microsoft Azure cloud services in the direction of Data & AI (Big Data, advanced Analytics, Machine Learning, IoT, AI and etc.) in the assigned territory;- Identification of new opportunities for growth and development of consumption of Azure in current customers, as well as reducing the risk of customer churn;- Understanding the cloud technology market, analyzing competitor solutions and implementing strategies to position Microsoft in comparison with competitors;- Building trusting relationships with clients and partners in the role of a technical expert (Trusted Advisor) and influencing decision-making on the implementation of Azure services;- Demonstration of best practices in the field of digital business transformation using Microsoft cloud services, holding seminars, workshops, webinars and direct discussions with clients and partners;- Management of a virtual team (architects, marketing, product and account team), development of joint strategies and initiatives for the development of Azure business in clients;- Interaction with the partner network in order to identify up-sells, discuss client scenarios and develop joint offers for clients;- Participation in business planning, regular reporting, implementation of strategies to accelerate the closing of transactions.ACHIEVMENTS:Increased Azure consumption growth by 10%, increased customer satisfaction with using of Azure services and reduced risk of customer churn. Show less

• 

  Secret Technologies

  Nov 2022 - Mar 2023

  Senior Sales Manager

  MAIN RESPONSIBILITIES:- Achieving new sales target Secret Cloud Enterprise software and information security projects on an annual and quarterly basis;- Active generation leads, finding and attraction new customers;- Negotiating with first persons of the companies;- Preparation of technical and commercial proposals for customers;- Developing and making presentations (e.g. demonstrations) for customers;- Preparation of tender documentation, protection of tender procedure based on knowledge of federal laws FZ-44, FZ-223;- Coordination with internal departments (Technical Department, Finance, Purchase and etc.) in the company;- Project management: monitoring and controlling quality and timing of the closure of projects, problem solving with the team and customers;- Participation in exhibitions, conferences, seminars and other marketing events;- Reporting and managing pipeline in CRM.ACHIEVMENTS:- Launched 3 pilots for testing Positive Technologies solutions: PT VM, PT XDR, PT SIEM and 1 pilot for the implementation of the solution User Gate. - Generated a huge funnel of leads in the area of information security:• Creation of a separate secure segment for secure software development;• Information security management solution based on R-Vision SOAR;• Development of an information security strategy;• Privileged Access Management (PAM) Solution;• Implementation of SIEM system;• Design of information security tools for the critical infrastructure;• Guaranteed data destruction powered by Paragon Software;• Secure file exchange based on Secret Cloud Enterprise. Show less

• 

  CHEMSOLL

  Mar 2023 - Nov 2023

  Export Sales Executive

  MAIN RESPONSIBILITIES:- Developing and implementing plans for increasing market share through brand awareness and new product development in Russia and CIS countries; - Identifying new business opportunities in foreign markets and facilitate sales abroad;- Establishing and managing relationships with potential clients and business partners, maintaining optimal level of customer satisfaction; - Designing and implementation all export strategies and activities to ensure adherence to all project requirements, preparation of all export documents within required timeframe and identifying of appropriate transportation method together with customers;- Preparation of special offers and development of unique products for customers needs in the own chemical laboratory;- Cooperating with other departments (factory manager, chemical engineers, accountant, logistics etc.) within the company to ensure that all international business operations run smoothly;- Coordination with management and planning of participation in all trade shows and marketing events;- Preparing financial reports about sales activity, costs, and profit margins for international markets.ACHIEVEMENTS:- Increasing market share through brand awareness in Russia and CIS countries, attraction of two new huge distributors, development of unique products under distributor’s brands;- Increasing of new sales target in the assigned territory. Show less

• 

  Compliance Soft company

  Nov 2023 - now

  Business Development Manager

  - Development and generation of new business in the field of cybersecurity and information protection, promotion of company’s services and solutions selling of third-party vendors;- Achievement of sales target on semi-annual and annual basis;- Active searching and attraction of new clients;- Understanding of trends of cybersecurity and information protection business in Russia, competitive landscape, development of sales strategy to grow the sales;- Active collaboration with vendors (Positive Technologies, Kaspersky, R-Vision, Garda, Security Code etc.) and distributors, negotiation on special conditions and development of technical and commercial proposals for the customers;- Organization and conduction negotiations with key persons of the companies (CISO, CEO, CFO, purchasing managers and others key persons);- Participation in exhibitions, conferences, seminars and other marketing events;- Reporting, planning and business forecasting in CRM.ACHIEVEMENTS:- Engineering of information security system for significant objects of critical information infrastructure at NCO JSC NSD and NPO NCC (JSC);- Supply of software package Continent with IDS functionality, introduction and provision of technical support services to Moscow Exchange PJSC (MOEX);- Supply of Continent firewalls to Sberbank Telecom LLC;- Supply and implementation of SIEM-system of Kaspersky at SOGAZ insurance group. Show less