Experience and deals
Over $6M in complex B2B deals that I sold and supported. I do not name clients: the projects are covered by confidentiality terms.
My role in the deals
In these deals I was the lead salesperson in the team: I shaped the architecture of the sale, developed the deal strategy, led the negotiations and built the Decision Making Grid. That is a map of who on the client side influences the decision, who makes it, who can block it and what matters to each of them.
A large deal is closed by people, not by a presentation. That is why business experience and psychology come together in this work.
Deals by sector
| Sector | Project | Amount | Company |
|---|---|---|---|
| Public sector | Integrated IT project | $3M | Hewlett Packard Enterprise |
| International funding | IT system within a World Bank investment project, Ukraine | $1.5M | Kvazar-Micro |
| ERP systems | SAP implementation | $500K | ERP Ukraine |
| Financial sector | Integrated IT project for a bank | $500K | Kvazar-Micro |
| Retail | IT solution for a retail chain | $400K | Kvazar-Micro |
| ERP systems, HR | Implementation of SAP HCM (Human Capital Management) | $300K | Hewlett Packard Enterprise |
| Public sector | Electronic document management system | up to $100K | Kvazar-Micro |
Sales systems and delivery
CRM at Kvazar-Micro
Led the internal CRM implementation project. Built the sales system from the inside: process, reporting, forecast.
Feasibility study for a national programme
Led the feasibility study for a national IT programme in education with a planned budget of about $600M and coordinated the work with Microsoft, Intel, HP, Cisco and Huawei. Later served as project architect.
A system with a hard deadline
Managed the IT project for a parallel vote count system at a national election: requirements, testing, operation on election day. The launch date could not be moved.
What this means for your business
- I know the long deal cycle from the inside: months can pass between the first meeting and the signed contract, and the deal can be lost at every stage.
- I understand how large organisations buy: committees, tenders, internal politics, several levels of approval.
- I have implemented systems myself, so I know where change stalls: between a management decision and people’s daily work.
Start with a conversation about your sales
A short, free call will show whether you need an Assessment and how large it should be.