Pavel Podkolzin - Резюме Project manager

MANAGING DIRECTOR of B2B SALES at SITRONICS GROUP, Nov 2020 – present TOP 20 Russia system integrators / 2000+ employees / turnover – $M500+ • Developed and implemented of the Commercial Business Strategy, made a transformation of B2B Sales units. Increased GC’s B2B sales revenue to $M100+ • Formed, launched and managed new sales departments: - Enterprise: Finance, Industry, Lumber, Healthcare, Marine - Solution: Box Moving, System Integration, Software development, IT Outsourcing - Partner sales • Expanded the team, implement transparent KPI system & remuneration policy • Optimized business processes and sated up an SLA’s with cross-functional departments • Automated business processes of marketing, pre-sale, sale, tenders and sales support • Implemented operational reporting system (Salesforce CRM + Power BI) • Revised of the administrative and financial normative project's standards • Actively participated in sales to the TOP clients PARTNER. CHIEF REVENUE OFFICER at ACURE, July 2018 – Nov 2020 IT Start-up. AIOp’s platform development company • Developed and implemented of the Commercial Business Strategy. Increased revenue by 60% annually. Company got two rounds of investments in Europe • Reforms Sales and Marketing business units. Signed contracts with: - Russia: AlfaStrakhovanie, S7 Airlines, Tinkoff, Interfax, TatNeft, etc - Europe: Lattelecom (TeT), Finnplay • Updated product development backlog via customers pain points • Launched the Partners sales channel via TOP system integrators • Made a market research and 30+ CusDev sessions in Russia / Europe / Asia • Passed a start-up accelerator of Internet Initiatives Development Fund • Improved negotiations with investment funds: Sistema Asia Fund, New Nordic Ventures PROJECT MANAGER at SISTEMA PJSFC, March 2017 - April 2018 One of the key private investment corporation in Russia, 14 investment industries $B12,5+ revenue / $B4+ OIBDA / $M270+ Net Profit • Worked as a part of the team to launch Shared Services center for the subsidiary companies: accounting, HR management, IT support and non-categorical procurement Expenditure on operations was decreased by 37% for the participants of the project • Together with the IT team implemented BPM system Creation in 4 months. Automated business processes of investments: from investment idea to deal closing. Launched Timesheeting for investment units’ employees. Reduced the time for consideration of investment ideas from 3 to 1 month. Made a database of investment Ideas & projects • In 4 months signed umbrella agreements for all group of companies with Microsoft, Kaspersky, Check Point, 1C. Transition to Cloud IT infrastructure and umbrella agreements reduced IT costs GC’s by $M73+ in a year HEAD of DIGITAL SOLUTIONS SALES DEPARTMENT at MTS (Mobile Tele Systems), July 2015 - March 2017 TOP 1 Russian mobile operator/ Integrator of Cloud and Digital solutions / M80+ subscribers / $B8+ revenue / 63000+ employees • Proceeded combined audit of NVision Group business functions, such as influence on sales in terms of M&A with MTS • Built up and led federal sales vertical of IT projects in MTS: B2B | B2G sales, managing up to 176 employees • Developed commercial strategy and initiated the organization transformation: - Reengineered of business processes: projects implementation, cooperation with partners, procurement, optimization of the organization’s structure, cooperation with subcontracts, etc. - Revised of the financial normatives: workforce disposal, marginality, project’s costs structure, funding of the projects, etc. - Developed and implemented a new, transparent KPI system, remuneration policy, SLA’s with technical units of NVision • Implemented operational reporting system (for the employee/for the project) • Actively participated in sales to the TOP clients Achievement: over the first year of the project the total sum of the new contracts exceeded 2 billion rubles. Built up sales system and projects implementation provide 50% revenue increase in E2E HEAD OF THE SPECIAL PROJECTS DEPARTMENT at MTS (Mobile Tele Systems), May 2014 - July 2015 • Developed and implemented sales improvement strategy of MTC VAS services: FTTB, VPN, Cloud, Big Data, IoT, MVNO, navigation services: LBS/GPS/GLONASS, communications services: hosted PBX, call center software, 8-800, e-commerce, CPE • Landline commercial pre-sale services management: - Development of the appropriate technical solutions for enabling landline services: cost /deadlines / quality - Enforcement of schedules and quality of the commercial clients connection - Optimization of business processes for connecting to the landline services • Continuous improvement of SLA and related functions: - Finance: business-cases calculation, budgeting, protection of the additional projects funding - Technical processes: reduced processing time - Client service: reduced processing time for resolving trouble tickets - Marketing product refinement, promotion, training • Managed the projects aimed to increase company’s internal efficiency: - Back office setup and transfer of the objectives - Developing of the unified reporting and analytics system - Automation of the workforce management Achievements: more than double increase in revenue, 2 times faster technical solutions delivery, lead time for service requests was reduced by 28% ABOUT 4 YEARS OF WORK EXPERIENCE IN DIFFERENT B2B POSITIONS OF MTC Corporate center September 2009 - May 2014 • NATIONAL CUSTOMER SALES LEAD • NATIONAL BUSINESS DEVELOPMENT MANAGER Sales of the mobile services and MTS VAS services to Russian and International companies. Development of the customized project solutions. Average KPI - 140% Working career start: 2001 Military experience

2012 – 2014 STRATEGIC MANAGEMENT AND INNOVATION Master’s degree Lomonosov Moscow State University 2005 - 2009 LAW Tax Academy of the Russian Federation 2002 – 2006 ECONOMICS AND COMPANY MANAGEMENT Belgorod University of Cooperation, Economics & Law 2001 – 2004 TECHNICAL MAINTENANCE OF AIRCRAFT AND ENGINES Zhukovsky Air Force Engineering Academy

Driver license A, B Yacht driving license - IYT

Английский

• Always keep my promises. Not afraid of difficulties, easily meet challenges and quickly learn new things
• Believe that the main goal of any leader is to create a motivated and involved team
• Prefer to set ambitious, large-scale goals, and achieve them together with the team
• Can predict business and life situations several steps ahead, analyze and manage risks
• Can turn chaos into a well-functioning mechanism for achieving goals, find non-standard solutions and opportunities
• Always trying to make balanced decisions: being good at both big picture thinking and diving into details if necessary
• Prefer to rely on numbers and metrics, guided by logic and knowledge, can also rely on intuition
• Adhere to high ethical standards in my work and life. Moral values, trusting partnerships are my personal priority
• Adore traveling with my family, yachting & fishing