Oleg Mikhnev

Experience

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  APC EMEA Ltd.

  Sept 2004 - Dec 2008

  Key Account Manager, Channel and SMB account manager

  Key Account Manager:-My Named Account List contained: Stack Group, Eurasia Logistic, Moscabelmet, WebAlta, Karavan Telecom, Troika Dialog, Kapital Group, Data Garden, etc.- implementation of APC’s technologies in projects, tender winnings, concluding strategic agreements, etc.- APC image-making for customers leaders.- Forming of deep trust to APC brand by solving specific customer’s problems. For example: investments, helping to find and manage their contractors, help with a customer’s business development by special seminar organizing and other marketing activities.- Co-Location DC market development, including regular seminar arrangement and out-of-town academies.Channel and SMB account manager:- my account list trusted adviser in enterprise level projects with “heavy” APC production – engineering DC infrastructure;- Participation in the Russian APC Partner Program;- any level negotiating, project managing, partners program control;- partner development, supporting in projects, partners MDF managing, APC policies implementation in partner development strategy, etc;- seminars, technical trainings, presentation;- I have won the largest, technologically complicated DC infrastructure tender in Russia and managed implementation of it. Awards:- for the largest amount of people trained and the largest amount of meetings;- nominated for the largest CIS project of 2006;- nominated as the best CIS account manager of 2006. Show less

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  I-Teco

  Sept 2009 - Aug 2010

  Key account manager

  - searching and working with customers: presentation of the company capabilities, customer needs identifying, making agreements, participation in tenders;- list of companies with whom I work and have maintained contacts:Agency for Housing Mortgage Lending, Troika Dialog, Home Credit & Finance Bank, Investtorgbank, Globexbank, Eldorado, VneshTorgBank, STS-Media, TNT-TV, Yandex, Stack Group, RBC, Linx Telecom, Tieto, Sochitelecom, Russian Partners, Pulcovo airport, JINR, etc.

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  Hewlett-Packard

  Aug 2010 - Mar 2014

  • Develops targeted consulting engagements focusing on profitable business growth and development of the client partnership. Manages pipeline. • Attainment of margin goal set by overall SW PS and country/vertical business requirements. • Develops engagements which are typically multiple technology content. Mix of fixed price and T&M engagements. Complexity in negotiating and managing terms and conditions. • Understands the full range of SW solutions and their applicability to business within specific industries. • Understands the capabilities and can position HP Software Services as part of an overall solution. • Partners in HP overall account planning, positioning SW Services capability and solutions to develop and increase the HP Software business. • Continually develops and positions add-on and change order business. • Delivers as a solution expert within HP sales team. • Employs a consultative selling approach to develop compelling business cases to differentiate and highlight the value of SW solutions. • Engages with functional business managers and senior IT executives. • Owner of the SW Services client relationship, leader for SW pursuits and responsible for partnering with the SW Services delivery team to ensure successful engagement delivery. • Oversees the client portfolio of SW business throughout the project lifecycle. While the Sales Consultant, the CP is not the delivery lead, they support the team in governance and escalation. • Partnership with SW Services delivery organization and supporting business functions (Finance, Ops, etc.). Show less For selling technology and technology management services to end-user customers or partners in financial institution industry focusing on new business or up-selling within an account. Solid understanding of marketing campaigns to align initiatives with account planning and activities. Consultative customer proposals developing, tailoring strategy and solutions to meet the needs of the customer. Understanding the customers business challenges /objectives to provide value added services and solutions.As well as:• Responsible for managing sales pipeline.• Capture leads outside of specialization and use closed-loop lead management to ensure assignment and follow-up by others.• Maintain knowledge of competitors in account to strategically position HP’s products and services better.• Use specialty expertise to seek out new opportunities and expand and enhance existing opportunities to build the pipeline in and drive pursuit.• Provide support to EAMs/CAMs and provide input regarding business development and solution expertise.• Development of quota objectives and future direction for defined product category.• Establish a professional, working, and consultative, relationship with the client, up to and including the C-level for mid-to-large accounts, by developing acore understanding of the unique business needs of the client within their industry.• Responsible for: Home Credit & Finance Bank, Troika Dialog, Bank Vozrogdenie, VTB, VTB-24, Gazprom bank, Sberbank (HQ and North West Bank). As well as: Raiffeisen Bank, Skolkovo Innovation Center, Tomilino Technopark, Karavan Telecom, Uralsib, Linx Telecom. Show less

  • Client Principal, SW Professional Services

    Jan 2013 - Mar 2014

  • TS Consulting Sales Representative

    Aug 2010 - Dec 2012
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  Citrix

  Mar 2014 - Apr 2021

  Enterprise Relationship Manager

  Since 01/2020 - the new position Enterprise Relationship Manager. Account list has been shortened for improved customers penetration.Until 01/2020 - Senior Corporate Account Manager• Establishing of relationships and engaging at executive levels within assigned accounts to identify and sell Citrix products and services direct to the Financial, Oil & Gaz, Telecom and other markets.• Responsibility for managing and building strong relationships with assigned accounts, including: 10 of the 1st russian banks plus regulator, the number of the 1st oil&gaz companies and all russian telco providers inc. #1 cloud provider.• Carrying of a revenue quota to meet or exceed sales targets and demonstrating continuous progress towards achieving account strategies. • Identifying, developing, executing, and maintaining account strategies to drive adoption of Citrix product and services revenue.• Establishing and leading teams of internal and external resources to identify, pursue, and close specific opportunities.• Establishing and maintaining relationships with channel to develop and achieve account strategies and opportunity plans.• Driving prompt resolution of customer issues and ensure high levels of customer satisfaction with Citrix products, services.Key achievements:1. Achieved full success in the development from zero of the oil&gas market.2. Projects:a. I was awarded for the largest contract in the CIS in 2018 which closed plan of the conpany already in the 3rd quarter;b. there were signed 3 unlimited agreements and 4 contracts over $4M to $10M;c. the was sold almost the entire portfolio of Citrix in to the most of my customers;d. only I was able to sell super-support contracts.3. I has grown from a Sales Manager to a Senior Sales Manager and further to a Manager for work with the largest customers of the company in the Russian market.The awards:- Russia & CIS Sales Rep of the Year Region Award;- Emerging Markets CAM of the Year Area Award. Show less

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  Veritas Technologies LLC

  Apr 2021 - Apr 2022

  International Sales Account Manager

  - Ensuring established annual and quarterly targets for Veritas portfolio products to customers listed (below), including government and telecom in Russia and the CIS.- Developing of deep and positive relationships with the customers to increase the number and size of projects, adding Veritas solutions in the customers development plans, build a positive image of Veritas and expand the company's market presence.- Promoting the Veritas portfolio of products to the customers by convincing them of the technological superiority and business attractiveness of Veritas solutions and their greater value to the customer vs competitive offerings.- Participation in the team work on the continuous improvement of the offer and the positive image of Veritas in the market, increase the market share and the degree of customers and partners satisfaction. Commitment to the team spirit, goals and development strategy of the Company.Key results:1) Established positive interaction with CIOs, heads of IT, structural divisions, departments, projects and specialists in the key companies from the list.2) I found out the needs and agreed with the clients on 2-3 years strategic plans for the development of relationships.3) Provided growth of revenue and based on budgets real pipeline for Veritas in the largest customers from the list.The main account list:- some of the famousest energy companies, including InterRAO and Rosseti.- Telecom: #1 business telecom provider MTS, Tele2, №1 russian cloud provider Rostelecom and Veon.- Public sector: IT of Moscow government, Grinatom (IT support of the biggest industry-forming corporation - Rosatom), Roskazna (treasure), VGTRK.- Production: NLMK (steel plant).- Others: Sheremetyevo (the biggest russian airport). Show less

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  Figura IT

  Oct 2022 - Mar 2023

  Key Account Manager

  The international integrator FiguraIT represented in Russia, Kazakhstan, China and Dubai and certified by the largest hardware and software vendors.As a key account manager (KAM), I am responsible for developing business with the largest non-state customers in Kazakhstan, including banks, telecoms and production.

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  CRMguru

  Mar 2023 - now

  Key Account Manager