Anton Shmakov

Experience

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  IBS Borlas

  Feb 2005 - Mar 2009

  • Lead DWH&BI team of 15 headcount responsible for team utilization, resource management, project margin, people management, project quality assurance, business planning, team development• Accountable for BI&DWH strategy, identify and execute overall strategic vision and create opportunities• Mentor, develop and assist in recruiting consultants• Provide project delivery and governance• Evaluate business, information, application, and technologies views of the solution approach, outline potential value, identify risks and constraints• Provide architectural advice, planning guidance, quality assurance, and guidance to the project team on project approach and solution• Develop breadth skills across technology areas and act a leader Show less

  • Head of BI&DW Department

    Mar 2008 - Mar 2009

  • Leading Consultant

    Jun 2007 - Mar 2008

  • Senior Consultant

    Jul 2006 - Jun 2007

  • Consultant

    Feb 2005 - Jul 2006
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  Oracle

  Jan 2009 - Oct 2016

  • Lead and manage Industry Solutions and Enterprise Architecture Department• Accountable for key industries: FSI, CMUT, Oil&Gaz, MRD, Public across Russia, Kazakhstan, Belarus region for Cloud and On-Premise Business• Personal responsibility for FSI Industry• Responsible for People Management, Business Development, Resource Management, Business Planning, Cross-Lob Cooperation, KPI Control• Responsible for cloud positioning, generating new business and maximizing cloud adoption• Focus on Large Deals (+$500k) and grow pipeline• Drive industry leadership and excellence• Implement strategic sales approach for key accounts• Coordinate activities and processes with global diverse competency centers (Hubs)• Recruiting, developing, mentoring peopleAchievements:• Successfully developed, supported and completed large deal (+$500k) with MTS• Developed and implemented new model for Industry Solutions Department: account responsibility, new KPIs, trusted advisor for customer and sales force, co-ownership for account strategy and plan execution• Adopting and adhering Enterprise Architecture Framework Approach in projects to be customer trusted advisor, increase customer satisfaction, establish long-term relationships, implement 3-years strategy plan• New Customer Business Mining Initiative introduced and developed to generate pipeline and find appropriate solutions• Use case approach centric model introduced to guarantee customer satisfaction• Led “Enterprise Architecture Club” initiative to grow architecture community and increase EA maturity on the local market• Personally Responsible for Innovative Business Initiative on Cluster Level (Russia-Africa-Central Europe) Show less • Lead and manage Middleware Department with headcount of 7 consultants in Sales Consulting organization• Reporting to Sales Consulting Vice President• Accountable for Middleware Cloud and On-Premise businesses covering all industries across CIS region• Responsible for People Management, Business Development, Resource Management, Business Planning, Cross-Lob Cooperation, KPI Control in Middleware Product Line area• Responsible and leading Cross-Lob SAT Board (Systems, Applications, Technology)• Accountable for developing career path, new operational model for Sales Consulting Organization• Personally leading and promoting new emerging technologies and products: Internet of Things, Mobility• Responsible for Enterprise Architecture Club initiative• Maximize long term revenue attainment for the company from the specific accounts• Work on maximizing customer value, demand generation and license consumption• Mentoring, developing, recruiting people in Middleware business• Evangelize Oracle Vision Show less • Lead and execute Enterprise Architecture program in CIS region across all industries• Reporting to Sales Consulting Director• Responsible for executing Oracle Enterprise Architecture Certification program in CIS region• Permanent member of Oracle Enterprise Architecture Certification Board• Contribute to the achievement of Oracle Technology license revenue target• Take initiatives to explore, identify and communicate new opportunities and up-sell strategies• Provide the account team with insights about customer’s key issues and business priorities• Ensure architecture consistency and cohesion across the customer IT environment under span of control and lead or contribute to the architecture roadmap definition at the enterprise level• Orchestrate and arbitrate between relevant technical experts to determine the solution• Determine solution approach, identify the critical path and define an appropriate solution roadmap• Enterprise Architecture Methodology: TOGAF, OEA Show less • Responsible for supporting sales process by delivering presales activities: value prepositions, presentations, demonstrations, Proof of Concepts, ROI/TCO calculations, RFI/RFP answers• Work with customers to discover, identify, qualify end-to-end solutions that deliver tangible and relevant business value and address the customer business requirements • Present results to C-level audiences focusing on demonstrating the business value of solutions• Use extensive tools and techniques (capability/maturity matrix, scoring calculators) to define appropriate solutions• Apply business-driven planning framework, enterprise architecture frameworks, blueprints, patterns and prescriptive architectures• Prepare technical and marketing collateral targeted to customers, partners, sales reps• Collaborate with development and other LOBs to create and maintain reference process and architectures, solutions and best practices• Act as an expert and evangelist in Oracle technologies, assist juniors and other teams• Product lines accountability: Content Management, Portal, Sites, SOA, BPM, Application Server Show less

  • Head of Industry Solutions and Architecture | Senior Sales Consulting Manager

    Jun 2016 - Oct 2016

  • Head of Middleware Departement | Senior Sales Consulting Manager

    Jun 2013 - Jun 2016

  • Enterprise Architecture Leader

    Jun 2012 - Jun 2013

  • Solution Architect | Principal Sales Consultant

    Jun 2011 - Jun 2012

  • Principal Sales Consultant

    Jun 2010 - Jun 2011

  • Senior Sales Consultant

    Jan 2009 - Jun 2010
• 

  IBM

  Oct 2016 - now

  Leading and managing 3 squads of super experienced and motivated senior technical engineers and junior professionals (headcount: 20 people) across IBM SW portfolio : Automation (Integration, Business Automation, AIOps), Data&AI (Data Management, Governance, Science, AI Apps) and zSW. Focusing on technology solutions around Cloud, Data, AI/Cognitive, Blockchain, Security, Integration, Infrastructure, Kubernetes/OpenShift, Open Source Solutions (Red Hat and “pure” OSS). Responsible for technical revenue achievements, opportunity identification, pipeline management, skills development, coaching and mentoring people, career management, track team performance. Driving initiatives with focused BPs and internal SMEs and IBM communities. Personal leadership for technology comprehensive projects with Cloud Paks and Open Source solutions, architecture development and QA. Lead and progress deals with sales team engagement. Develop and execute technology strategy on the market.Achievements:• Team over-achievements more than 2x times in 2021• Completed unique MVPs with IBM LinuxOne, OpenShift, IBM Cloud Paks Show less Leading a group of senior technology partner architects in CEE region, developing business partner channel ecosystem organization. Shaping partner's technical agenda toward IBM's growth offerings and enabling technical capability, both pre-sales and delivery to ensure productive use of IBM technology. Driving partners to adopt IBM technology as the basis for solutions & as part of their reference architectures. Adopting IBM Hybrid Cloud platform on Red Hat OpenShift. Delivery of partner revenue objectives, new opportunities in ecosystem, managing technical relations with partners. Team development, career management, resource support. Personal support for strategic IBM BP and Distributors in Russia. Cooperation with Red Hat on IBM offerings for BPs.Achievements:• Strategic Development Execution for Dedicated Partners with 2x Growth• CEE Growth Leadership Program Show less IBM, Computer Technology, Russia, www.ibm.comHead of Industry Solutions and Technical Sales Manager, Global MarketsLeading and managing a team of senior industry / client technical architects and a group of junior associates across key industries (Financial Services, Telco, Energy&Utilities, Chemicals&Petroleum, Metals&Mining, Transportation, Government). Focusing on innovation through technology for key accounts around Cloud, Data, AI/Cognitive, Blockchain, Security, Integration, Infrastructure, Kubernetes/OpenShift, Open Source Solutions, topics. Growing technical leadership and skills, creation and implementation of technical strategy for IBM industry portfolio in RCIS region. Responsible for technical revenue achievements, pipeline management, team cost management, building offerings catalog, sales process support, cross-brand collaboration, strategic account planning and execution, resource management, career management, performance, supporting delivery projects.Achievements:• Best Technical Engagement• Recognition with Manager Sales Awards• Team Achievements with more than 100% targets Show less Working as a senior industry / client technical architect / advisor in FSI sector, leading technical strategy, business initiatives and transformational programs for key banking accounts in RCIS region, driving innovative solutions and building banking industry agenda. Dedicated architect for key accounts (Alfabank, Central Bank of Russia, Gazprombank, VTB, B&N Bank, Rosbank). Architecting solutions incorporating cutting-edge technologies, including Data, AI/Cognitive, In-Memory Computing, Monolith2Micro, Integration, Open API, Blockchain, Content, BPM, Infrastructure components tailored to Banking industry across RCIS region. Proactive technical counsel to the client stakeholders on a new IT trends and technologies. Show less

  • Technical Sales Manager for Automation, Data & AI and z

    Aug 2021 - now

  • Technology Partner Architect, Team Leader in Central and Eastern Europe

    Jan 2021 - Aug 2021

  • Industry Solutions & Technical Sales Manager

    May 2019 - Jan 2021

  • Industry Solution Architect / Client Technical Architect

    Oct 2016 - May 2019