Aug 2023 – Aug 2024 · 1 yr

Dec 2019 – Jul 2023 · 3 yrs 7 mos

• Highly experienced Senior Channel Manager, with focus on managing and expanding Progress' partner ecosystem in Italy and driving business growth through strategic partner relationships and effective channel management.
• Key Responsibilities:
• Partner Management: Manage existing Progress partners in Italy, helping them grow their business through Progress' solutions.
• Partner Recruitment and Onboarding: Recruit and onboard new partners, including VARs, ISVs, VLAs, MSPs, Telcos, OEMs, Subcontractors.
• Sales Support: Provide ongoing support to partners throughout the sales process.
• Company Representation: Present Progress as a company, including its vision and portfolio of solutions, at webinars and events.
• Distributor Management: Oversee and manage distributors at a regional level.
• Business Planning: Create and execute business plans for distributors and partners.
• Performance Reviews: Conduct regular monthly, quarterly, and annual business reviews with internal stakeholders, partners, and distributors.
• Channel Marketing: Develop and execute channel marketing plans and activities.
• Cross-Team Collaboration: Collaborate with Marketing, Legal, Professional Services, Pre-Sales, Inside Sales, and BDR teams to ensure cohesive and effective channel strategies.

Jan 2019 – Dec 2019 · 11 mos

• Specialized in identifying new opportunities, managing the entire sales process, and ensuring client success post-sale. My goal was to deliver tailored SaaS solutions that provide significant value to our clients.
• Key Responsibilities:
• New Client Acquisition: Find and engage new Sitefinity clients, highlighting the numerous advantages of Sitefinity’s offerings.
• End-to-End Sales Management: Manage the complete sales process from initial client scouting to successful deal closure, ensuring a seamless experience.
• Post-Sale Support: Assist clients in the initial post-sale phase to ensure they are prepared to implement the solution and realize its benefits.
• Project Scouting: Identify and pursue comprehensive projects that include both SaaS solutions and services.
• Sales Process Management: Oversee the sales process from discovery (understanding client needs and required services) to internal evaluation and coordination with the appropriate team or partner to deliver the services.

Feb 2018 – Dec 2018 · 10 mos

• Having a strong focus on optimizing processes and enhancing team collaboration, I managed the renewals process for the entire EMEA region, ensuring high customer retention and identifying opportunities for cross-selling and upselling.
• Key Responsibilities:
• Quota Management: Manage and achieve annual renewal quotas for the EMEA region, ensuring consistent revenue retention and growth.
• Process Optimization: Update and streamline existing processes to improve efficiency and communication across teams, leading to optimal results.
• Cross-Selling and Upselling: Identify and leverage opportunities for cross-selling and upselling to maximize customer value and revenue.
• Customer Relationship Management: Maintain strong relationships with existing clients, addressing their needs and ensuring satisfaction throughout the renewal process.
• Collaboration: Work closely with sales, customer success, and other internal teams to ensure a seamless renewal experience and address any potential issues proactively.
• Performance Tracking: Monitor and report on key performance metrics related to renewals, providing insights and recommendations for continuous improvement.

Jul 2014 – Jan 2018 · 3 yrs 6 mos · Sofia, Bulgaria

• With expertise in selling Cloud Hosting Solutions, Business Applications, and Professional Services, I excel at building lasting client relationships and driving revenue growth through strategic upselling and cross-selling.
• Key Responsibilities:
• Customer Relationship Management: Build, develop, and maintain close relationships with existing customers, maintaining a revenue base through product and services upsell and cross-sells.
• Client Needs Assessment: Work closely with customers to understand their needs and pain points and position possible solutions from Hostway’s offerings.
• New Customer Acquisition: Scout for new customers and present Hostway’s portfolio of products and services.
• Sales Cycle Management: Provide an outstanding customer experience by overseeing the entire sales cycle from initial discovery of customer needs to successful delivery of products and services.
• Customer Support: Enhance the client experience by providing exceptional customer support.
• Sales Opportunity Tracking: Maintain an accurate record of all sales opportunities throughout the sales process within Salesforce and other CRM systems.
• Performance Monitoring: Monitor the performance activities of each account on a regular basis.
• Cross-Functional Collaboration: Work closely with Pre-Sales, Professional Services, Marketing, Product Management, and BDR teams to ensure a smooth sales process and continuous improvement of internal processes and services.

Oct 2012 – Jul 2014 · 1 yr 9 mos · Sofia, Bulgaria

• As a Customer Service/Billing agent, I was responsible for the resolution of clients' payment disputes and was acting as an Account manager for major clients.

Jan 2010 – Jun 2012 · 2 yrs 5 mos

• Key Responsibilities:
• Metrics Coordination: Oversee and coordinate metrics and lifecycle events for the Global Operation Center in Sofia.
• SLA Management: Mobilize analysts to meet customer SLA (Service Level Agreement) requirements effectively.
• Team Coordination: Develop and coordinate activities, assist teams with incident management issues, and ensure efficient incident resolution.
• Report Preparation: Prepare and analyze daily, weekly, and monthly reports to monitor performance and identify improvement areas.
• Customer Communication: Conduct daily calls with customers to synchronize the status of key events and ensure transparency.
• Proactive Problem Management: Assist teams with proactive problem management to prevent the recurrence of incidents.