Alexander Savchenko

- GTM for the new SaaS platform and AI Services offering including: definition of ICP, ABC-tiering and territory planning, development of the pricing policies and sales kits - Implemented sales processes for consumption-based- and enterprise grade deals - Outbound pipeline generation in pharma & life sciences, geospatial, media and automotive industries.

- Closed 9 deals of €1.4M of New ARR and €2.5M TCV - Expanded by 120% largest Hungarian O&G account bringing ARR to €1M - Landed and expanded by 132% major Hungarian utilities, securing ARR for 4 more years - Secured 3 renewals and prevented €1.5M ARR churn risk - Full commercial responsibility for the Enterprise Segment in CEE and CIS - from prospecting to closing and customer success, collaborating with Solution Engineering, Customer Success, Prof. Services, Channel- and Product Management and Deal Desk

- Diversification of the company service offering: from the focused customer/industry - Generation of the incremental pipeline of the new service offerings - Business Development for Process Mining (Celonis + UiPath) and Application performance management (AppDynamics), conducting of PoCs and PoVs for focused accounts

- Re-positioning of OEM/ISV as an incremental business in CIS & CEE Regions - Built a €3M pipeline for 2018 and 2019 and closed 3 deals for a total of over €2M - Leading the “Customer as Partner” program (for customers’ in-house developed products) - Designing new business models to generate incremental revenue for SAP GTM and product development support for partner applications

- Consistent track record of sales target overachievement (personal quota €3-5M p.a.) - 5X SAP Winner’s Circle (“President’s Club”): 2012 - 132%, 2013 - 165%, 2014 - 80% (due to the devaluation of the local currency), 2015 - 155%, 2016 - 167%, 2017 - 138% - 5 new enterprise agreements signed resulting in 14 deals over €1M and €27M of SW Revenue - Comprehensive account management and sales leadership in the given territory - Leading of the dedicated account- and multinational project teams (10–30 FTE)

- Controlling of the turnkey drilling project in the Middle East with a budget of $1 billion - Implementation of US GAAP corporate management reporting in Russia and Kazakhstan - Financial Controlling of operations in Russia, Kazakhstan, Middle East and Offshore units - Preparation of consolidated US GAAP financial statements and performance analysis

- Gained and secured Ericsson market share resulting in $45M USD revenue over 3 years - Won the $25M turnkey project in Kazakhstan and managed the delivery - Gained the sole-suppliership in Kazakhstan. Sales proceeds: $20M over 3 years - Leading of the dedicated account team (6 FTE) and project teams (20 FTE) - Full responsibility for the entire sales & delivery process incl. project management - Resource planning, recruiting and competence development for team members

- 25% CapEx & OpEx savings through enterprise agreements with key vendors - Implemented consolidated IT capacity planning and license inventory - IT infrastructure spend management. - Procurement of software licenses, IT equipment and peripherals - IT Budgeting & spend management