Ivan Kovalenko

Driving commercials, strategy and business growth in the key area of West Europe ( Spain, France, Netherlands, Belgium, Portugal, Luxembourg, Gibraltar, Andorra) for full portfolio of Ericsson products and services. Assuring client satisfaction, alignment, innovation and commercial model development. Value proposition and underlying decision mechanics of how to partner and grow business is key on dense and super competitive ICT market.

Driving commercials for dedicated territory in triple domain Networks and Managed Services, Cloud Software and Services and BTEB(Technology and New business). Ensuring top notch commercial solutions are developed and deployed in the Customer Unit to meet customer and Key Account needs. Covering wide geography of 17 countries and more than 100 customers from Nordics through Baltics to Croatia, including Central Europe and Austria , Iceland and Greenland. Ensuring no price contamination in a very complex operator environment and multitude of shared operations between global operators. Nordics has historically been a battlefield for Mobile Vendors, which we are succeeding to Win this time. Estimated Ericsson market Share in the region is continuously increasing, starting from 2019 and onwards due to defended and won deals.

Led Ericsson account and delivery teams for Ukraine's #1 Convergent Operator. Fully owned customer presales and delivery relationship, managing top and bottom line financials. Successfully renegotiated couple of important deals and managed to keep costs under budget and control for key complex delivery, which has been governed by group CXOs from both sides. Managed to close key transport deal for the company. Met and exceeded sales target levels with double digit growth for dedicated accounts.

Being sales, commercial business partner and trusted adviser for Sales and Delivery within geography of Ukraine and Eurasia comprising of 11 countries (Ukraine, Belarus, Armenia, Kazakhstan, Georgia, Azerbajan, Turkmenistan, Kyrgyzstan, Uzbekistan, Tajikistan, Mongolia). Managing techno-commercials, strategy, compliance, go to market for wide sales portfolio from Radio and Switching to IT and Cloud including OSS/BSS.

Driving Software Sales Program for geography of Eurasia including Russia. Successful Sales methodology establishment, business development and real SW Net Sales Growth during period resulting in Sales growth and 15-20% allocated target over-achievement year over year on high margin sales (2012-2013-2014). Managed to develop and close some mega-deals on Software Subscription and Maintenance with operators in Russia.

Best in Sales MU EECA Award, Q4 2009

Development program consisting of class learning and reference visits including top universities, corporations, incubators, startups and venture capital firms to get a 360 view of Innovation and Silicon Valley entrepreneurial business model: - Facebook - Google - Ericsson eXperience Center, Silicon Valley - Verizon Wireless Innovation Center - Plug and Play Incubator - Stanford Design School - Allegis Capital - Chain.com - Airware

https://www.coursera.org/account/accomplishments/certificate/TTWRYMVP7QHX