Strategy and Market Development Manager, Digitization/Internet of Things
Cisco Systems
Total years of experience :10 years, 2 Months
- Managed relationships for digital transformation projects with leading public and enterprise customers in EMEAR (RTA, Emirates Airlines, Dubai Design District (d3), Dubai Police, Moscow city government). Successfully translated customer requirements into suitable solutions and generated $$ sales pipeline. Ensured timely delivery of the projects and promptly resolved issues resulting in strengthened customer loyalty and trust.
- Designed and delivered 30+ Smart City and Enterprise Internet of Things (IoT) projects by close cooperation with Sales and Engineering teams and Channel in KSA, Germany, France, UK, RCIS: Proof of Concept (PoC) prototyping & incubation; Project Management; customer & internal workshops on vision, solutions, business and financial models; customer requirements gathering, preparation of proposal documents, post deployment roadmaps & solutions scaling plans;
- Developed and implemented Playbook for Sales teams and channel partners on best strategies to approach business decision-makers, key offerings, and success stories, enabling scaling of smart cities bundles and generating significant sales opportunity;
- Coordinated and co-led relationship with 10+ ecosystem solution partners, launched and managed southbound integrations with sensor manufacturers ensuing increase in IoT/Smart City project pipeline and solutions applicability;
- Expanded partnership with Service Providers (SPs) and Urban SPs: developed joint value propositions, incubated new business models, completed POCs;
- Increased referenceability of Smart Cities/IoT Deployments: resource depository, marketing materials, success stories & organization of reference visits;
- Organized IoT/Smart city demo stands for GITEX 2016, INNOPROM 2015, 2016 and Cisco overall participation in INNOPROM 2015, 2016 resulting in launching new partnerships and joint IoT projects;
- Increased Cisco Smart City and IoT brand awareness by representing Cisco in various industry events and global Smart city organizations (e.g., 100 Resilient Cities).
- Coordinated and co-led strategic relations with key customers, government executives and partners, including development of holistic smart city and digital transformation proposals, legal frameworks and as-a-service business models: co-developed $100+M Smart+Safe City Project in Tatarstan and deployed 10+ Smart City solutions in RCIS;
- Extended Cisco presence in Russia and encouraged innovation by organizing, coordinating and grand opening of 2 Cisco Innovation Hubs with Russian Universities specializing on development of Smart Cities and IoT projects;
- Main ideologist, organizer and executor of 3 Cisco Smart City/IoT hackathons;
- Facilitated signing a strategic partnership with a leading SP in Intelligent Transportation Systems, National Data Centers, and Smart City projects. Supported launch of the alliance and development of joint solutions with country largest manufacturer of Smart Meters, LED Lights, and Screens;
- Organized IoT World Forum Smart City Tour in Dubai 2015: Project Managed end-to-end deployment of 10 Smart City and Enterprise PoCs; prepared marketing and experience tour materials; led post IoT World Forum scaling. The Forum reached a 4.5/5.0 CSAT and generated $40M+ of business.
- Insured substantial recoveries of abused margins by participation in 2 distribution partners audits, multiple ad-hoc investigations and audits of channel partners;
- Improved the field risk assessment methodology, developed and implemented risk assessment procedures which influenced behaviors of sales force and partner community, allowed to eliminate the violation of policies and significantly increased compliance.
- Organized multiple events and exhibitions familiarizing the multicultural British community with the achievements of Russian culture and science.
- Decreased internal risks by performing 20+ internal operational audits, including Marketing, Finance, Logistics, Manufacturing, etc departments; preparing post audit reports, participating in pre- and post-audit management meetings;
- Participated in planning and preparation of scheduled internal audits, identification of risks and preparation of audit programs;
- Initiated follow-up efforts to assure compliance with the policies and audit recommendations;
- Led corporate audit department budget preparation and review.
- Ensured fixed assets accounting compliance with Russian Accounting Standards;
- Led and supervised team of 8 Fixed Assets Accountants;
- Supported SAP-ERP implementation, customized SAP-ERP Investment management and Asset Accounting module in line with company and accounting needs;
- Increased compliance by design and implementation on comprehensive control policy for Fixed Assets accounting.
Applied Accounting.
extensive course to prepare for ACCA exams
Engineer Economist in Aviation Industry specializing on marketing