Gergana Natcheva

Experience

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  Aplus.net

  May 2003 - Aug 2005

  Account Manager

  • Worked with customers primarily based in USA, but also Middle East, Western Europe, Australia, Israel, China, Japan, Brazil • Positioned shared and dedicated hosting services, domain name registration, web site design and development• Sold the full portfolio of the company towards a monthly quote• Proactive approach to identified prospects by phone and email• Consulted prospects on getting their business online• Customized existing service packages to fit in prospects’ needs and budgets• Followed up from the sales process to the setup of the service• Maintained the contact with the customer to preserve the confidence built and identify further needs• Awarded Sales Person of the Year (2004), at Aplus.Net, due to exceptional target overachievement and highest absolute revenue within both the Bulgarian and the USA offices Show less

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  Cisco

  Aug 2005 - Oct 2012

  • Facilitated the adoption of a Partner Led go-to-market model for the commercial segment • Created integrated sales, marketing and channel plan for the delegated territory in alignment with the corporate objectives; ensured proper execution.• Delivered against set commercial goals • Drove the engagement at various company levels for a multitude of customers simultaneously• Served as primary relationship owner to high-touch commercial partners• Collaborated with distributors to ensure in-country penetration through the recruitment, enablement, education and acceleration of a long-tail of smaller partners• Proactively communicated with all corporate stakeholders (across teams and business units) to pull up resources, coordinate those and exchange constructive feedback• Developed and delivered precise sales forecasts on a tight time schedule in line with the business objectives Show less • Drove the Implementation of a thorough marketing and sales strategy to ensure sales targets are met and exceeded• Focused on local Bulgarian corporate customers and international customers with operations in Bulgaria; specialized in the Retail, Manufacturing, Physical security, Real Estate, Contact Center verticals• Developed, and maintained relationships with top 50 key customers; positioned myself as a trusted consultant at the CxO level• Adopted a through-partner sales approach for the majority of my customers to maximize turnover and profit• Collaborated with partners to create industry solutions and positioned replicable business models within sets of customers with common needs; gathered customers’ needs feedback and translated those to solution requests to Cisco channel and technological partners.• Identified new accounts to position products and services to• Maintained a high-profile Cisco presence on the market through creating win-win situations with partners and customers• Developed and delivered precise sales forecasts on a weekly basis Show less EMEA top talent representative of the prestigious Cisco Inc. Global executive and technology development program for future leaders. This role relocated the best future talent at Cisco to the Netherlands for an intensive immersion experience focused on building the next generation of executive talent in their internal MBA like program.The focal points of the role which weaved in customer and partner work with theory and practical based learning was deep immersive training in key areas:• Interpersonal and communication skills across communication techniques and cultural styles• Influencing skills and stakeholder management• Opportunity management and Sales Management• Organizational behavior and theory- including people leadership, and competence development• Granted the Cisco Emerging Markets FY06 Outstanding Award CAP (Cisco Award Program) Individual award / placed first in the entire program of 44 executives / • Granted Productivity Goal CAP (Cisco Award Program) Group award Show less

  • Territory Business Manager

    Aug 2010 - Oct 2012

  • Commercial Account Manager

    Aug 2006 - Aug 2010

  • Global Leadership Development Program

    Aug 2005 - Aug 2006
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  City University of Seattle

  Oct 2012 - Dec 2013

  MBA Candidate
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  Hewlett Packard Enterprise

  Jan 2014 - Mar 2017

  Bid Manager

  Responsible for the planning, managing and execution from pursuit initiation to contract signature both internally and with the client.• Act as a single point of contact for the client, third parties and partners regarding procurement and planning matters; plan, prepare and participate in client meetings, workshops and presentations• Project manage the pursuit; develop, own and maintain a bid plan aligned and agreed with the Client (or their TPI) and partners.• Manage a high performance team against the agreed plan to meet all internal and external pursuit milestones and deliverables• Develop the pursuit budget & manage the pursuit within the agreed and approved budget• Oversee the development, quality and timely presentation of all client facing deliverables across all work streams.• Manage pursuit risks and issues• Led the successful deployment of the Transformation program in FY14 in MEMA ( Middle East, Mediterranean & Africa) Show less

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  DXC Technology

  Apr 2017 - Nov 2022

  Bid Manager

  Acting as a single point of contact and managing cross-functional international teams through the lifecycle of complex IT outsourcing sales opportunities. Responsible for the bid qualification, planning (resourcing & budgeting), management and execution, adhering to best practices while running high-performance teams. Drove the definition of the value proposition, win themes, message maps, competitive strategy, and pricing strategies. Key stakeholder management. Escalation and issue management. Governance and compliance ownership. Coaching and mentorship of the pursuit team members. • Drove to completion multiple $20m+ strategic deals in the UK Energy & Utilities sector since 2018, including a $60m Transformation project in 2022. • Continuously delivered above and beyond expectations towards year-end goals for 5 consecutive years (RATED: 1- Exceptional contribution FY18-FY22) against KPIs such as client and peer satisfaction, win rate, total contract value, operating profit, integrity, can-do attitude, and collaboration. Show less

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  Alorica

  Nov 2022 - Feb 2025

  Bid Manager, EMEA

  Shaping the EMEA Bid Solution organization to drive profitable growth and enable EMEA budget target delivery over the next 5 years. Leading and managing cross-functional international teams through the end-to-end bid lifecycle of complex BPO outsourcing sales opportunities while running high-performance teams. Driving the definition of the value proposition, win themes, message maps, and competitive strategy. Key stakeholder management. Escalation and issue management. Governance and compliance ownership. Leading multiple bids simultaneously across FinTech, Travel, Retail, and Technology industries. Show less

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  Infopulse

  Nov 2022 - Jul 2024

  Bid Consultant

  Driving the implementation and adoption of APMP- aligned bid management process, including the creation - from green field - of a pre-qualification process, executive summary creation (including sales team training), a bid kick off session, a consistent proposal creation process, and Red Team reviews.

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  Women in CX ™

  Jan 2025 - now

  Member

  I’m a member of the world’s first online community for women in Customer Experience where we network, share experiences and support one another to grow both personally and professionally!

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  Conectys

  Mar 2025 - now

  Head of Business Solutions