Summary of the Role: Territory Services Manager is a critical role to Cisco's success in the Mid-market and Commercial accounts. The Commercial "Go to Market" strategy is Partner-Led and the TSM is managing services sales purely via Cisco partners. Develops and executes the overall Services strategy for Commercial segment. Drives services sales growth through the development and expansion of partner relationships and partner services expertise. Primary Responsibilities: • Provide overall services sales support for Cisco partners in Commercial accounts covering the full services portfolio (Technical Support Services, Professional (Advanced) and Consultancy (Advisory) Services); • Help partners to manage complex service opportunities; • Develop key relationships with Cisco partners and distributors at all levels; • Engage partners to define new service capabilities and capacity for new technologies and services as well as improving existing services; • Accelerate partner self-sufficiency via process improvements, tools awareness/training, and development of repeatable methodology; • Provide subject matter expertise, leading practices and training plans for services programs and offers that may be mutually beneficial to Cisco and the partner; • Apply leading practice to drive acceleration and performance of partner business fundamentals for service attach and renew to maximize revenue; • Initiate, train and facilitate partners on Cisco services portfolio, programs and promotions; • Strive to meet and exceed services sales targets; • Interface with all Verticals, Sales and Sales Management within the territory to develop service sales as well as service-led solution sales; • Responsible for the services part of the overall partner plans; • Provide Weekly/monthly/quarterly sales forecasting for Russia Commercial segment; • Collaborate with internal stakeholders (Cisco Finance, Legal, Customer Service, Sales Operations, etc.); • Participate and create marketing events for Services and Product teams; • Recommend to Cisco Services management plans for continued growth of the services business; Key achievements: • Overachieved sales target in FY11 and FY12; • Adopted and introduced in the Russian market the new Cisco Smart Care service.

Summary of the Role: Client Services Manager for Public Sector and Enterprise accounts. Co-develops and executes the overall Services strategy, including the sales of the service portfolio to top customers and prospects. Core competencies include influential leadership, strategic account management, change management, communications skills, channel management, consultative/solution selling, contracts negotiation and customer satisfaction. Primary Responsibilities: • • Provide overall services sales management for a targeted list of accounts covering the full services portfolio (Technical Support Services, Professional (Advanced) and Consultancy (Advisory) Services); • Manage complex service opportunities from identification stage (lead creation) to solution closure, booking and revenue recognition; • Develop key relationships with customers at all levels; • Strive to meet and exceed services sales targets; • Interface with all Verticals, Sales and Sales Management within the territory to develop service sales as well as service-led solution sales; • Responsible for the services part of the overall account plans and services forecasting and reporting in the territory; • Weekly/monthly/quarterly sales forecasting; • Regular external meetings with business partners - management and individual contributors; • Partnering with Cisco Finance, Legal, Customer Service, Sales Operations, Channels team members; • Participation and creation of Marketing Events for Services and Product teams; • Develop plans for the improvement of customer satisfaction; • Recommends to Cisco Services management plans for continued growth of the services business; Key customers: • MICEX • TNK-BP • Sakhalin Energy Investment Company • Russian Railways • Moscow City Government Key achievements: • FY09 Sales Champion Award winner; • Closed the biggest Cisco service deal in Public Sector – multi-year Technical Support Service for Federal Fund of Obligatory Medical Insurance (FY09); • Closed the biggest Cisco service deal in Enterprise segment – multi-year Technical Support Service for Sakhalin Energy Investment Company (FY10-FY11).

Summary of the Role : Associate Sales Representatives primarily drive the client relationships, and bring the specialist technical knowledge of the engineering community to customers. ASRs have a pivotal role in qualifying customer requirements, and developing & maintaining long-term partnerships with our valued customers. Primary Responsibilities: • Sales planning and business reporting to senior management; • Act as a lead for new business accounts and opportunities; • Manage relationships with existing clients, holding responsibility for customer satisfaction, bookings, and revenue objectives; • Business and account planning – write and agree business or account plans and follow through to execution and milestone tracking; • Maintain a sound technical knowledge of Cisco products and solutions; • Work closely with Systems Engineers on solution development; • Work closely with our partners to deliver customer value; • Present Cisco’s technical solution and show its business value to customers; • Manage internal processes within Cisco; • Understanding the Corporate Finance and decision making process, engage executives and create compelling message. The Associate Sales Representative (ASR) is part of a career path to become fully qualified Cisco Account Managers. Cisco Certifications: CSE (Cisco Sales Expert), CCDA (Designing for Cisco Internetwork Solutions).

Financial Management, Master's degree

Economy and management, Specialist

EXIN, Pass

Cisco Systems, Pass

Cisco Systems, Pass