Head / Business Development Manager of Channel / Partner / Supplier / Contractor Department

• Promotion of equipment and solutions via distribution channel. Main partners – broadline distributors of printing market (Fifth Partner, DeLZ, Legion, Electron-Service, MICS, Ural-Minolta) and distributors of professional printing (Initpress, Terra Print) • Annual business planning, performance monitoring, business reviews with partners • Regular sales forecasting, stocks and sellout monitoring • Partners certification and education • Involving partners in current promo/stock programs • Motivation programs implementation • Organization of joint events for dealers/customers and demonstrations for customers • Support with deals protection and complicated projects preparation • Contracts and project credit lines agreement • Daily management of stock reserves reallocation for distributors urgent needs • Providing interface to all Konica Minolta departments, all kinds of issues regulation Achievements: • Achievement of approved plans for all reporting periods • Smooth-running interaction with partners at all levels including CEOs and owners and owners • Regular nomination of partners as “the best” in conducted actions/programs and annual nominations in sales

• Development of strategic partners - the biggest system integrators (Jet Infosystems, IBS, IBS Platformix, Inline Technologies, Inline Group, R-Style, Systematica) • Involving IT-companies into partner program, creation of strategies for their development, business planning • Planning and organization of joint marketing activities for leads generation • Organization of reference visits to Headquarters and to the factory • Development of activities for more close cooperation with partners sales teams – organization of regular meetings between sales team, account mapping, joint teambuilding, implementing incentive programs • Development of partners expertise, organization of regular certified trainings and courses for sales and pre-sales forces • Supervising and support of deals and projects realization (e.g. OEM-project on local assembly of the equipment) • Regular reporting about partners development fulfillment and sales forecasting Achievements: • Working relations were established with all partners at all levels, Huawei was marketed as reliable supplier with the widest range of high quality equipment and was recognized by each partner as the strategic vendor • Business strategies were developed and implemented for day-to-day joint work and regularly provide projects portfolio • Significant growth of partners expertise

• Building relationships with leading partners of corporate sector • Annual and quarterly development of joint business plans, strategies and targets to be executed by each partner • Monitoring business plans fulfillment, tracking performance of partners and preparing corrective measures • Quarterly planning of joint marketing activities, distribution of business development funds, monitoring and management of these budgets spending • Interface between partners and all HP departments involving in the channel sales • Daily help partners with marketing activities organization, education and certification, projects realization Achievements: • Built trusting, long-term business relationships with more than 20 leading system integrators of Moscow and St. Petersburg on all levels (e.g. Inline Group, Croc, IBS, IBS Platformix, Asteros, Complete, Paladin, BCC) • Yearly quota achievement and over-achievement with appointed partners, there are several annual awards • Extreme growth of partners expertise in the area of servers, storages, high performance computing and cloud

• Creation and development of partner network (network of VARs and system integrators) • Strategic and day-to-day management of department to provide comprehensive support of partners and achieve sales volumes through a partner channel • Coordination of interaction with all departments of the company in projects realization Achievements: • Created partner department – generated the structure of department, picked up and trained the personnel, developed and introduced a policy of sales, the department was deduced on planned sales capacity • Developed and implemented partner program. Established partnership with key system integrators (more than 40 companies of the Moscow and northwest regions) • A number of large projects were successfully realized through partners, including projects for such customers, as Russian Post, branches of Svyazinvest, RAO UES of Russia

• Establishment and development of partnership with distributors and system integrators • Business and marketing planning with partners • Interface between partners and marketing, product, presale, service, finance and logistics departments • Information and marketing support of the channel • Distribution development: - Collection and analysis of reports from distributors (forecasts, sales, stocks) - Involving distributors in marketing programs -Organization of trainings and joint workshops for distributors and their dealers - Calculation of marketing and volume rebates and supervision over their utilization • Project business development: - Involving system integrators in regular project business - Organization and management of the working teams preparing complex solutions - Preparation of offers and all necessary materials for successful projects realization - Organization and holding of joint actions with partners and their customers - Sales and projects reporting, conducting projects database Achievements: • Developed partner network of system integrators, established clear and mutually beneficial relationship with partners • Successful realization of complex projects for Ministry of Taxes, Ehrmann, East Line, Intel Russia

Manager of Tender Department • A full cycle of tender proposals preparation: organization and coordination of teams preparing qualifying, commercial and technical sections of proposals over all spectrum of company services (telecommunication, networks, computer equipment, software and consulting), assembly and submission of proposals Achievements: • All prepared tender proposals passed qualifying competitions and participated in the tenders • Gained great experience in organization and management of teams and projects administration Expert of Platform Software Department (Partner Manager position) • Development of partnership with foreign and Russian software suppliers and vendors • Formation of company price list, preparation of offers for all sales departments, organization of training for employees, consultation of employees and clients, help to finance and logistics departments in orders placing, resolution of clients problems with attraction of vendors, participation in complex integration projects Achievements: • Established partnership more than with 30 suppliers and educational centers • Prepared about 500 offers, organized training for more than 100 employees in the leading educational centers on preferential conditions • Organized successful complex delivery of software to such strategic customers of the company as the Ministry of Taxes, the State Committee of the Russian Federation on Land Resources and Land Management (LARIS, World Bank project), Mezhregiongaz, Yukos, Lukoil, Surgutneftegaz.

Head of Product Management and Logistics Group • Providing company with competitive products portfolio: - Establishment of partnership with software vendors and suppliers - Forming company price list, preparation, placing and tracing orders, financial balances with suppliers, optimization of payments, warehouse planning and management • Information support of sales managers about products, licensing, conditions of delivery and prices • Finance reporting (orders, invoices, payments) Achievements: • Trouble-free work of department • The best prices on the market and conditions for partners and clients • The best delivery ways with optimal rate “cost/time of delivery” Sales Manager (Direct and Partner Sales Department) • Direct sales – development of existing and new clients, preparation of offers, carrying-out of the deals from negotiation to conclusion of the contract and order delivery, presale consulting and after-sale information support • Partner business development – forming and expansion of dealer network, development of promo programs, participation in exhibitions and seminars, preparation of promotional materials Achievements: • Successful direct sales • Created dealer network

• Development, programming, debugging and testing programs (PL-1, Fortran, C, Pascal, Clipper, Paradox, dBase III, IV), training the employees to work with software Achievements: • All developed software was approved and implemented by customers