Alexander Tikhonov

Responsibilities: • Build, motivate & lead the Russian sales and account management organization • Help close new business with Large Enterprise and Mid-Market companies • Manage team pipelines and forecasts for the territory • Build strategic partnerships with customers and partners from Directors up to C-Level • Work closely with General Manager (Head of Region) to consistently achieve and exceed revenue goals • Interact with account directors, account managers and other Brand teams to effectively deliver on business results • Oversee all operations across the Russian team including taking responsibility for sales, marketing, legal, trust & compliance, finance, operations, HR Skills: • Extensive, senior-level experience in key sales positions, with strong leadership skills • Proven ability to penetrate new markets and learn new technologies • Results driven and an ability to lead by example when required • Very well connected and have an excellent understanding of Russian and CIS IT Markets, including Enterprise and MM customers, System Integrators and Partners, VADs (Value Add Distributors) • Experienced in independently building, pursuing and closing a large pipeline of leads • Excellent networking skills with a proven ability to develop long-lasting relationships with customers • Experience selling business solutions to C-levels • Experience in coaching and career planning across reporting teams • A solid understanding of budgeting and business planning • Excellent interpersonal skills at all levels, including people-management, leadership and both written and verbal communication skills

Second Line Manager responsible for: Business Analytic: Cognos BI, SPSS, TM1, Controller, CDM, Algorithmics, OpenPages Industry Solution: Content Management (FileNet), Smarter Commerce (Enterprise Marketing Management, Procurement, B2B integration, Sales\Commerce), Smarter Cities ICS: Collaboration and Social Solution (SmartCloud, Notes), Smarter Workforce

- 3 years first Line manager experience. Building and growing effective sales and presales team. - Consistently deliver aggressive license, support and service revenue targets – commitment to the number and to deadlines - Territory mapping, account planning and opportunity management - Negotiate favorable pricing and business terms with large commercial enterprises by selling value and ROI - Work with partners for maximum effectiveness - Leverage pre-sales team as well as partner services resources - Use IBM sales methodology and processes effectively - Successfully leverage both international and domestic colleagues to expand deal size and value to the customer - Provide timely and insightful input back to other corporate functions, particularly product management and marketing

• Organizational Behavior • Economics of the Business Environment • Marketing • Accounting & Financial Management • Operations Management • Management of Change • Strategic Advantage • Human Resource Management • Mergers and Acquisitions • Modelling & Analysis for Management • International Business • Corporate Finance • Innovation & Creativity in Organizations