Anton Degtev

Experience

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  МТС

  Aug 2009 - Mar 2011

  Key Account Manager

  Building and maintaining relationships with corporate and SMB customers, account developing planning/strategy, and pursuing new sales opportunities to generate a solid revenue stream and substantial deals pipeline/funnel in order to meet month/quarter/year goals.Establishing and maintaining productive long-term networks/relationships with customers. Presenting products, services and solutions of the company that can benefit customer’s needs. Analyzing customer needs, issues, strategies, and priorities to customize proposals and increase their satisfaction.Partnering with support, technical, and other teams to identify and drive the lifecycle of the sales opportunities to successful closure.Providing subject matter expertise on technical sales issues; advising customers on the suitability of products based on technical needs; preparing proposals/presentations/bids, developing pricing/strategic plans and proposed solutions/sales.Identifies key trends and customer needs, leverages industry knowledge/applications, utilizes consultative skills to close sales for assigned accounts following company stategy.Developing of strategic initiatives to grow/retain the revenue stream of assigned complex accounts/projects while ensuring customer satisfaction and retention.Researching customer business and industry to identify new sales or product opportunities.Assisting in contract renewal efforts for selected accounts. Support the sales team through coaching or mentoring. Assisting less experienced peers/new hires Show less

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  Hewlett Packard Enterprise

  Mar 2011 - Jan 2017

  Enterprise Account Manager (Commercial & Public Sector)

  − Delivering constant revenue stream according to the assigned yearly quota across broad Converged Infrastructure portfolio of servers, storage and networking products, services and software solutions.− Achieving customer’s quarter/year/multi-year IT infrastructure modernization goals, upgrades, new projects and endeavors in terms of quality, budget and time. − Nurturing, nourishing, development and formalization of the customer’s requirements for the system, mapping them to the right product/service mix and implementation plan with strict timelines.− Leading and orchestrating global teams, fostering collaboration. Aligning of the required technical, financial and organizational resources, deals pipelining, coordinating multiple collateral iterative sales and pre-sales activities.− Developing relationship with the key customers from the ground-up: engaging technical staff, purchasing, finance, security & other lines of businesses on the customer side up to CxO-level in order to drive the deal to success.− Delivery, installation & post-sale support, project-management and coordination of the major deals for the extraordinary customer satisfaction.− Multi-dimensional analysis of the competitive landscape, technological trends, emerging opportunities, compliance regulations, forecasting and reporting, strategic and tactical planning and precision execution. Show less

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  Elsevier

  Mar 2018 - now

  — Consultative data-driven solutions sales to new and existing customers to improve their research management, evaluations and reporting processes, rankings, collaborations, funding, visibility, sustainability, and Open Science initiatives. Covering 9 CEE countries. — Developing relationships with the key stakeholders and influencers; Customer needs analysis on various organizational levels to identify major challenges, ambitions, and ways to achieve them with our solutions.— Delivering product trainings, webinars, trials, and executive workshops for prospects and customers, presenting at international trade and scientific conferences as an industry and product expert.— User onboarding, post-sale support, and resolving complex non-standard client issues to secure renewals and nurture potential upsells.— Pipeline management and forecasting in Salesforce/Clari. Reporting activities, risks, and additional cross-sell opportunities. Advancing, negotiating, closing, and (in some cases) renewing agreements. — Collaborating with the Account Team: domain and solution sales, customer consultants; with marketing and product teams to develop, coordinate, and execute strategic sales plans to achieve commercial goals and delight and develop customers. Show less Grew research intelligence portfolio business with new and existing customers: individual governmental and corporate institutions, consortia, and ministries of Russia and several CIS/Middle East countries. Supported major renewals through stakeholder and end-user engagement, risk analysis, creative remediation, and new media, and marketing initiatives. Made SciVal analytics a part of the university management curriculum in the leading business school in Russia (Skolkovo), bringing leads, high-level engagements, and new deals.Responsibilities— Achievement of new sales targets by adding new logos or expansion of existing clients. Create and execute a solution expansion plan in close alignment with the holistic territory/account plan of a wider team (Core content, RI Renewals, Life Sciences, Engineering).— Developed customer relationships, and identified upsell opportunities in close cooperation with customer consultants (CSMs). — Represented Elsevier at regional and international scientific and industry conferences as an expert, delivered workshops, webinars, and seminars to introduce new products, and methodologies and increase user adoption.— Competitor monitoring, analysis, and improvement of counter-positioning approaches.— Pipeline management and forecasting - daily/weekly. Activity reporting. Negotiate and close agreements.— Channeled structured market feedback and insights to the Product Team to help prioritize features and suggest enhancements, depending on the regional regulations, requirements, and competition. Show less

  • Customer Success Manager

    May 2024 - now

  • Solution Sales Manager

    Dec 2021 - Jun 2024

  • Research Intelligence Solutions Sales Manager, Russia and CIS

    Mar 2018 - Dec 2021