Denis Mertsalov

• Build partner’s and distributors channels, manages 30 partners, most of them are major IT-integrators; • Develop partners’ incentives programmes, organize key events with the largest partners; • Manage the complex sales projects, create leads with the partners and sales team, and drive leads to be closed; • Support Moscow and international sales teams by conducting meetings with partners decision makers; • Support the launch and promotion of new products to the market in collaboration with our marketing.

· Coached pre-sales and post-sales teams on winning sales strategies based on technology and products’ features. · Developed technical and sales training for customers and partners to support product launches. · Collaborated with product teams to ensure learning content aligned with business and marketing strategy. · Supported customers and partners, addressed all queries, and provided guidance and advice on products. Conducted labs workshops, online interactive education.

· Owned a full sales cycle: generated leads, prospected new accounts, supported partners, boosted sales and closed deals. Set quarterly quota and tracked KPIs. · Managed 80+ key corporate and enterprise accounts. Built trusted advisory relationships and performed regular health checks. · Forecasted and tracked the metrics of existing and new key accounts. · Supported partners in sales projects: registered deals, held joint meetings with customers. Governed partners’ engagement.

· Oversaw end-to-end sales projects for 400+ new and existing customers. · Managed sales pipeline and KPIs, and secured meetings with the decision makers within organisations. · Maintained and expanded relationships with all key stakeholders within the accounts.

· Owned clients portfolio, managed 35 complex sales projects and full sales life cycle, developed business plans, supported regional sales teams. · Set sales KPIs and monitored pipeline data, quarterly and annual sales targets performance. · Developed partner channel and managed 60 partners; developed partners’ incentives programmes. · Prepared technical specifications for partners regarding both software and hardware solutions: VMware, Veeam, Citrix, Security Сode, Oracle, Symantec, Check Point.

· Oversaw end-to-end procurement process and established supply chain relationships with vendors and partners. Led and managed 45+ high-value, complex procurement projects. · Conducted competitor analysis and cost breakdown analysis of products and services. Undertook product research, performed supplier assessment. · Prepared requests for solutions proposals, provided product grid planning, advised on product portfolio. · Guided, supported and managed a team of 10.