1. VICTORIA LEBEDEVA
PERSONAL INFORMATION:
Phone: +7(962)939-33-39
E-mail: vita200878@mail.ru
OBJECTIVE:
To obtain a position of Key Account Manager/Pre-Sales at IT-company
PROFESSIONAL SKILLS:
· Strong communication, analytical and planning skills;
· Able to hold efficient high-level negotiations;
· Excellent presentation skills;
· Result-driven and persevering in purpose achievement;
· Skills of possession of sales technics;
· “Self starter” with very high energy levels and a “can-do” attitude;
· Experienced at solution-selling and services;
· Good time management and organizational skills;
· Excellent interpersonal and team-working skills;
· Customer-oriented;
· Ability to quickly build rapport and maintain relationships with senior management at the C
level in the large government institution arena;
· Ability to handle the stress and solve critical problems;
· “Deal-maker” able to create win-win solutions with clients;
· Self development;
· Good knowledge at MS Office (Word, Excel, PowerPoint), CRM and accurate reporting
skills.
PERSONAL SKILLS:
· Ambitious and proactive personality;
· Eager to learn;
· Innovative Thinking;
· Creative;
· Active life position;
· Energetic and positive approach to life;
· Ethical, fair and high integrity with seniority/diplomatic character.
LANGUAGES:
· English -fluent;
· German –fluent.

2. WORK EXPERIENCE:
01.2012- present time, Microsoft Corporation, Licensing Sales Specialist, EPG, Public
Sector
Accounts: Public Safety and Defence, Healthcare, State Corporations (Rostechnology, Federal
Space Agency, United Aircraft Corporation), Courts, Federal and local Government.
MAIN RESPONSIBILITIES:
- Achieving assigned territory sales target (annually and quarterly) by maximizing
Microsoft software license and services revenues to prospective and existing
customers;
- Developing of business strategies and territory plans to achieve software revenue from
strategic multi-year, high revenue complex deals, that drive significant customer value;
- Acting as the “trusted advisor” to highlight the value of Microsoft solutions to the customers’
business;
- Building and maintaining strong relationships with customers at highest levels (mainly,
CIOs, IT managers, Financial Directors, procurement) and channel partners (software
distributors, Large Account resellers and IT integrators);
- Participating in industry events, making public presentations, composing cost-effective
proposals for customers;
- Monitoring industry and market drivers, performing independent research and analysis
(including TCO and whitespace analysis) and developing strategies to maximize
revenue within accounts and customer’s satisfaction;
- Creatively using the knowledge of Microsoft licensing and pricing policies to construct
solutions to the customer‘s procurement and accounting requirements, negotiating
contracts with customer resources;
- Managing sales pipeline and weekly forecast against revenue targets.
ACHIEVEMENTS:
- Achieving 100% sales quota and increasing annuity business and renewal revenue
within assigned territory;
- Building strong relationships with customers at highest levels and growing customers
satisfaction through providing the value, that Microsoft brings to their business;
- Participating in business critical projects with excellent results.

3. 11.2010-12.2011, R-Style Group, Key account manager, Bank of Russia
MAIN RESPONSIBILITIES:
- Taking the lead in the acquisition of new strategic accounts and developing business with
the existing;
- Providing direct accountability for Sales, Margin, Customer Profitability and Customer
Satisfaction of the dedicated strategic accounts;
- Striving for a good understanding of the customers' business and their value drivers;
- Identifying opportunities on main and regional key accounts;
- Developing the account plans for main Key Accounts and regional Key Accounts;
- Understanding current situation and needs of the client;
- Developing trade term conditions, promotional plan, service plan and budget;
- Coordinating with Customer Development to develop the Account Plans;
- Leading negotiations;
- Keeping the day to day management of the KA;
- Monitoring and control the account plan implementation;
- Analyzing POS information to adapt and improve the account plans;
- Managing timely and full delivery and installation of equipment with global office and
internal departments (engineering, installation, etc);
- Solving all problems connected with logistics, project work, and client satisfaction;
- Following up on all contract documentation.
ACHIEVEMENTS:
- Delivery and technical support of equipment Xerox and Fujitsu in Bank of Russia;
- Delivery of software VMWare and Oracle in Bank of Russia;
- Software engineering of payment system Avizo in Bank of Russia;
- Creation and implementation of System of Information Security in Bank of Russia
(CheckPoint, SolarWinds, Akkord, DeviceLock, MaxPatrol. IBM Infosphere Guardium. Cisco
Secure Access Control system, ArcSight ESM);
- Creation of cloud-infrastructure in RUSNANO (build, manage, and deploy public cloud).
09.2008 – 11.2010, Softline, Key account manager, Public Sector
Accounts: The Corporation Rosatom, The Russian Corporation of Nanotechnologies (RUSNANO),
United Industrial Corporation OBORONPROM, Bank of Russia, the State Duma of Russian
Federation, the Council of Federation.
MAIN RESPONSIBILITIES:
- Developing and managing sales in the following fields (strictly): government
organizations (legislative branch and law enforcement agencies);
- Working closely with the clients;
- Promoting company products and image and addressing the market situation;
- Conducting HQ-level annual negotiations;
- Identifying new business opportunities;
- Supervising the implementation of contractual obligations;
- Establishing and develop strong strategic business relations with clients;
- Preparing, negotiating and implementing the sales and marketing plan in dedicated key
accounts.

4. ACHIEVEMENTS:
-Creation and implementation of system of planning and monitoring KPI in RUSNANO
(Microsoft);
- Creation of automatic system “Portfolio of projects of Corporation” in RUSNANO
(Microsoft);
- Modernization of fax-system in Bank of Russia (GFI);
- Deployment and technical support of Portal based on Microsoft Share Point in Bank of
Russia;
- Audit of System of Information Security in Corporation OBORONPROM;
- Delivery and technical support of software Check Point in Konzern Rosenergoatom.
09.2005 - 08.2008, LANIT Group of Companies, Key Account Manager, Bank of Russia
MAIN RESPONSIBILITIES:
-Developing and managing powerful business relations with customers;
- Identifying the needs of the customers, detecting of development strategy;
- Promoting company products/services to the clients (equipment, software, IT-solutions,
training, technical support);
- Signing the contracts, working with documents, forming the reports;
- Leading high-level negotiations (IT-directors, financial directors).
ACHIEVEMENTS:
Development and attraction of new strategic accounts, increased monthly volume 25
percent and helped to improve customer-company relations during my tenure.
Projects:
- Consulting and education, systems integration and customer support of telephone
systems Ericsson, Avaya, Alcatel in Central Bank of Russia in regions;
- Delivery of network equipment and services that make telecommunications possible.
TRAININGS/CERTIFICATES:
2014 - Microsoft Sales Process (MSP);
2014 - High Stakes/Executive Communication;
2013 - Objection Handling;
2013 - Business Conduct Negotiation, sertified specialist;
2013 - Presentation skills, sertified specialist;
2012 - Microsoft Selling Advantage, sertified specialist;
2012 - Microsoft Solutions Selling, sertified specialist,
2012 - Licensing Microsoft Certified Professinal “MCP”;
2012 - Helping Microsoft Clients Succeed, sertified specialist;
2011 - Training Effective Sales, R-Style, sertified specialist;
2009 - Sales Course Key account manager, advanced level, Softline, sertified specialist;
2009 - Microsoft Licensing Specialist (training-practicum), Softline, sertified specialist;
2008 - MX-ONE TSW IMPLEMENT AND MANAGE, level 1-2, ERICSSON EDUCATION CENTER
in Croatia, sertified specialist;
2005 - Avaya Communication Manager, ZAO LANIT, sertified specialist.
EXAMINATIONS:
2009 — successfully pass an examination “Microsoft Sertificate Partner”(070-121)

5. EDUCATION:
· Buryat State University, faculty of foreign languages (German and English), honours
degree
· Polytechnical School with in-depth study of Maths
HOBBIES & ACTIVITIES:
Sport (mountain skiing, swimming, bicycling, skating), movies, traveling, bookreading.
Driver’s license, personal car, 10 years experience.
REFERENCES:
Mr. Vasiliy Novichkin, Head of Sales Department, ZAO LANIT, phone: +79037233569
Mr. Pavel Isakov, Head of Department of government organizations, Softline, phone:
+79057016545.
Mr. Zamir Aybulatov, Head of Sales Department, R-Style, phone: +79263789215

6. EDUCATION:
· Buryat State University, faculty of foreign languages (German and English), honours
degree
· Polytechnical School with in-depth study of Maths
HOBBIES & ACTIVITIES:
Sport (mountain skiing, swimming, bicycling, skating), movies, traveling, bookreading.
Driver’s license, personal car, 10 years experience.
REFERENCES:
Mr. Vasiliy Novichkin, Head of Sales Department, ZAO LANIT, phone: +79037233569
Mr. Pavel Isakov, Head of Department of government organizations, Softline, phone:
+79057016545.
Mr. Zamir Aybulatov, Head of Sales Department, R-Style, phone: +79263789215