Yulia Kravchenko

- Collaborate with sales teams to understand customer requirements and propose tailored technical and business solutions - Lead the end-to-end presales process, including requirement analysis, solution design, cost estimation, and proposal creation - Prepare product demos, presentations, and proof of concepts (PoCs) - Coordinate cross-functional teams (technical experts, product, marketing, delivery) to support complex deals - Manage RFI/RFP responses, ensuring timely and high-quality submissions - Maintain knowledge of the product portfolio, industry trends, and competitor landscape - Contribute to continuous improvement of presales processes, tools, and documentation

- Monitoring project traffic and aligning timelines; - Developing and implementing cross-departmental and cross-business model processes for seamless presales and staffing operations; - Developing and integrating a product-driven approach specifically for large, stable accounts through presales and staffing; - Making data-driven decisions, including generating reports on utilization and planned utilization; - Creating project pipelines and managing staffing; - Leading estimation and presale processes to meet project and operational requirements; - Conducting presales using Agile methodology and holding retrospectives; - Managing post-presale project staffing, coordinating resources, and ensuring timely project starts; - Streamlining workflows for presales and staffing, integrating them with Delivery, Product, and Support operations for efficiency; - Coordinating with project managers to ensure timely project launches and revenue plan implementation; - Maintaining and communicating resource plans aligned with the sales pipeline; - Monitoring presale metrics, identifying bottlenecks, and implementing process improvements; - Collaborating with account managers on vendor management and contract negotiation; - Managing budgets and expenses in product and presales processes, identifying cost-saving opportunities. Tools: Youtrack, LookerStudio, Power BI, Miro, AirTable, Float, Google Sheets.

- Taking an active part in the definition of staffing strategy for the units together with the Delivery Managers and CSM; - Work on project roadmaps with resource utilization; - Identifying opportunities for upselling of our available services within projects; - Coming up with staffing solutions for pre-sale needs and projects from scratch considering the discovery phase etc.; - Direct communication with customers as part of engagement team (fosus on negotiating team location and gathering requirements for hiring); - Cooperating with business units to discover better opportunities for employee utilization and costefficiency; - Having close communication with Recruitment Lead about global hiring strategy; - Managing staffing team, onboarding newcomers, reviewing SM's performance and units success (GPM, unit profitability, lost revenue, time to close an upsell, average salary); - Workforce redundancy. Tools: Jira, ERP system (resource, profitability and billability tracking), Pipedrive, Lucidchart, Tableau.

- Assigning people to projects based on their skills, previous experience, availability, or project budget. - Analyze Bench quality, timely open reserve vacancies for external search - Coordinating staffing processes for specific vacancies/projects - Planning rotations and substitutions - Take an active part in the definition of staffing strategy for the project - Cooperating with business units for the purpose of discovering better opportunities for employee utilization and cost-efficiency

- Proactive communication with current clients; - Resource management; - Developing ways of cooperation with current clients; - Monitoring of the project’s performance according to current agreements.

- Develop and implement HR strategies and initiatives aligned with the overall business strategy - Manage the recruitment and selection process - Support current and future business needs through the development, engagement, motivation and preservation of human capital - Nurture a positive working environment - Report to management and provide decision support through HR metrics - Assess training needs to apply and monitor training programs