Maxim Grishishen

Experience

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  VIST computers

  Jan 2002 - Sept 2003

  Senior Manager

  Computer hardware salesRetail clients workLocal marketing and advertisement

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  Dealine

  Nov 2003 - Aug 2005

  Senior Manager

  10 sales managers in teamFunctions:- Sales representatives team management (5-10 people);- Personal participation in negotiations and work with key clients;- Freshmen sales education and coaching;- Sales planning and forecasting;- Maintaining interaction with a back-office.Achievements:- building a team of freshmen in sales and achieving $3 mln. annually;- acquiring such customers as UNICEF, Maxxium corp. and many other.

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  Kaspersky Lab.

  Aug 2005 - Aug 2007

  Business Development (Eastern Europe)

  Functions:- business development, region Eastern Europe + Greece;- creating and control of marketing & PR activities in region;- tight interaction with partners for sales forecasting, channel development, price policies, etc.;- educating and inspiring sales, being an internal expert on all products related issues;- partners technical/marketing/sales education: on-line, seminars in Moscow, teaching on partners side with qualified specialists from KL;- Participation in WW events like (Gartner, Comdex, Info security, CeBIT etc.);- assistance during organizing partners conferences;- traveling abroad, main targets: market research, meetings with new and current distributors.- Orientation on long term relation ship strategy during negotiations;- Sales growth up to 100%/yearAchievements:- 1 year – growth +100% (up to 1m$), 2 year estimated growth +150% (completed 2.5m$);- 7 new partners on territory, hundreds of new resellers.- Localized versions of main products for all major countries (Serbia, Croatia, Czech, Hungary, Macedonia, Bulgaria, etc. Show less

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  Seagate Technology

  Aug 2007 - Aug 2008

  FSU channel sales representative

  Build & support sales channel and key system integrators in our mutual goals.Functions:- Defend and support our 50% share in top accounts;- Increase our share in new and problematic accounts;- Relation development with new partners;- Channel programs implementation for regional partners;- Effective communication btw EU & USA HQ and partners- Forecasting/statistic/analyzing for each account (weekly)- Competitors conditions research (weekly)- Key Gov/Edu tenders support (price/supply/docs)- Company & products presentation on disties and other events.Achievements:- Share growth in key accounts up to 80%;- 27 new partners added to pilot program (Regional & Moscow)- Decreased time for SPAs from 24h to 2h, for key tenders 30min.- New regional program for system integrators successful launch Show less

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  Ashmanov & Partners

  Oct 2008 - Mar 2009

  Head of technology sales dep.

  - Sales of WEB & Corp search system, linguistic systems, etc.- Create learning materials, presentations, sales kits, success stories- Sell cloud-based technologies to top 5 Russian integrators and their clients- Present products to potential customers and resellers- Find and open new markets and clients for potential products- Sales analytic and reportsCompleted goals- Marketing kit- Presentation to all system integrators on territory- Sold products for 1.5m$ right after finishing my learning course. Show less

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  Extreme-club

  Mar 2009 - May 2018

  Executive Director

  On-line retailer, fashion, shoes and accessoriesFunctions: - Build effective sales team- Build A+ warehouse and implement modern systems into it.- Sign agreements with major distributors on territory- Build main concept of the store (Shoes and accessories For Every Day)- Sales and buying forecasts- Find and sign direct distribution contracts with EU, US- Create new ways and projects to work B2B, B2C (Sales outsource for brands, mono-stores for Retail)Reached goals- 10 online stores started- 1m Euro turnover reached in just 2 years- Created strong sales and marketing team- Successfully started B2B division Show less

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  PLAY!

  Aug 2018 - Jul 2020

  CCO

  Making organizations of the future, where people are happy and creativeMOTIVITY.DIGITAL (www.motivity.digital)Function:- Build sales department- Competitive analysis and price list- Create complete sales kit- Sell for amount of 50% current turnover to new clients/markets/year- KEY customers care/dev- Market analysis- LTV sales model- Partner programArchive- We reached sales goal 20+mln turnover for newbis- Marketing and sales kit- Customer and competitive research complete- Strong sales team growing- Established partner program for system integrators (Korus, Softline etc.) Show less

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  VK

  Jul 2020 - Oct 2024

  Chief Sales Officer HR-Tech

  • Исследование рынка, конкурентный анализ и формирование лицензионной политики и стратегии продукта, sales kit;• Совместная работа с продуктовой и технической командами, формирования бэклога на развитие платформы VK People Hub;• Позиционирование и вывод продукта VK Tech на рынок клиентов сегмента B2B, B2G (РБК ТОП-500);• Привлечение клиентов и взаимодействие с заказчиками на уровне CEO, CIO, CTO, СDTО, HRD;• Спикер и лицо продукта на отраслевых конференциях и вебинарах, интервью для СМИ; • Наставник для sales команд (телемаркетинг, key account, sales, etc.);• Организация взаимодействия необходимых профильных подразделений на всех стадиях, в том числе подготовка и проведение закупочных и приемочных процедур в соответствии с ФЗ-44 и ФЗ-223;• Формирование плана продаж и pipe-line на 2 года вперед ~2 млрд руб.;• • Построение партнерского канала продаж, продажи софта и консалтинга, формирование программы обучения и сертификации sales команд партнеровКлючевые клиенты: АО «ОДК», Ростех, Медси, МГТУ им. Н.Э. Баумана, Capital Group, НТК, АО «Газпромбанк», ПАО «Лукойл», ГК «Росатом», АЦ при АП РФ, ГК «Мангазея», ФНС России.Ключевые партнеры: CROC, Evola Consulting, Sofline, Корус консалтинг, NDBC, LANIT, и другие.Достижения:• Объем продаж 750млн/год;• Отличная узнаваемость продукта на рынке, выход в ТОП-5 продуктов на рынке за короткий срок, большой входящий поток теплых лидов с вебинаров и конференций;• Готовность продукта и документации к масштабированию через партнерскую сеть;• Заключены партнерские договора с ключевыми софтверными интеграторами РФ, с успешным последующим внедрением и поддержкой продукта силами партнеров; • Реализованные проекты с АО «ОДК», МГТУ им. Н.Э. Баумана, ПАО «Лукойл», НТК, Таврида, Capital Group и другие;• Успешные пилотные проекты с ФНС России и Минцифры РФ;• Премия Russian Intranet Awards (Rivelty) 2024, в номинации интранет решение для бизнеса с АО «ОДК»• Выполнение плана 2020 – 93%, 2021-2022 – 87%, 2023 – 108% Show less