SOFIA KUPRIY

tAt Broadcom I was an account director for our cybersecurity division on UKI market and currently I work for Vmware on virtualization. My role helped me develop agility, autonomy and adaptability to a fast-paced ever changing environment. I greatly improved my negotiation abilities to tackle long, complex discussions with C-level stakeholders.

Key responsibilities:

• I build and nurture the relationship with my existing customer base, while effectively collaborating with our channel partners. My main focus is renewal and expansion, along with net new sales.
• I manage customers with a 360 degree approach, handle the full sales cycle from business development, sales, account management and customer success.
• In fiscal year 2024, I contributed to my team target at 200% realization rate.
• The average deal size I am in charge of is between 500K and 1M for the duration of 3-years.
• I actively participate in the enablement of new comers post-acquisitions with tools, processes and go to market strategy.
• I help customers navigate through licensing and value proposition changes and help them maximize the utility of their current tech stack and setup.

References available on request

Dataddo is a data migration SaaS startup based in the Czech Republic. As a sales account executive I focused on hunting for new business opportunities as well as funneling down marketing procured leads. In this role I mastered the intricacies of qualification frameworks like MEDDICC, BANT and SPIN.

• I applied a consultative sales approach to mid-market and enterprise leads. I navigated the full sales cycle along with POC and project delivery planning.
• I initiated outbound business development through email campaigns LinkedIn, and worked closely with the business development team to help their targeting.
• I have consistently achieved and over-achieved quarterly targets, with an average deal size of 50K and heavily participated in crafting our go-to-market strategy.
• I demonstrated the value of efficient data management and our product's features to secure buy-in.
• I mastered leveraging several stakeholders in a company to champion our solution and drive the sale forward.

Dataddo is a data transformation ETL tool and start up company. I started in the company as the 14th employee and account manager and after an investor-led growth spurt I transitioned to an account executive position. This role taught me to work in an integrative manner with other key teams to facilitate product refinement and market share growth.

• I onboarded, consulted and further developed relationships with our existing customer base and engaged in outbound business development activities.
• I was responsible for creating and implementing account management and customer success strategies that facilitate sustainable growth and high retention.
• I was responsible for onboarding new customers, and aligning and leading delivery of their implementation plan.
• I developed strong relationships with customers, learnt their business objectives and profited from upsell opportunities.

MBL is a consultancy company in commercial real estate. In this role I consulted key stakeholders on the acquisition and development of new office space and cultivated mutually beneficial and profitable relationships.

Key responsibilities:

• Managing high-value relationships with leaders and executives in large corporations
• Nurturing relationships with existing customers and in-person, outbound prospecting through cold calls, LinkedIn and email for brand recognition and new customer acquisition.
• Frequently networking and presenting the company at industry- related events
• Managing the full sables cycle from prospecting to closing including negotiation, contract and delivery management
• Preparing proposals, presentations, reports, in-depth financial analyses and lease/ sale contacts
• Market research on trends, best practices, fluctuations and the local competition
• Assisted with conflict resolution between seller and buyer throughout a lengthy sales cycle of 1+ years

In this role I was working under the project lead to ensure a smooth, timely delivery of the project curriculum for the then Novartis-owned company, Alcon. The project, IRIS, was an SAP implementation across all major EMEA countries performed in a 3-wave deployment. My assignment was for a set contract of 1 year.

Key responsibilities:

• I deigned, compiled and lead our Prague-based regional team through the multiple project stages and deliverables
• My role had a strong emphasis on planning and managing relationships with key-company stakeholders to ensure task attainment.
• Communicating all project management activities and initiatives to the teams in video call announcement, emails and newsletters
• Organizing on/off-boarding activities for employees and assigning tasks and trainings per their role
• Creation of necessary documentation, presentations and leading alignment meetings with senior management
• Managing and analyzing budget data of the regional team
• Creating the regional project plan and driving the responsible task owners through the stages to completion of all mission-critical deliverables

Webhelp is a business process outsourcing company servicing large, international companies. In this role I was responsible for selling Microsoft licenses for Office 365 to current and new customers on the Bulgarian market.

Key responsibilities:

• Reaching out via cold call or email to pre-selected businesses to be qualified, sold, up-sold or renewed
• Implementing a successful sales strategy on the to achieve KPIs on the Eastern European market
• Working closely with the businesses to cross-sell other services from Microsoft's portfolio
• Identifying pain points and providing the appropriate solutions for business' needs
• Communicating and aligning business targets with suppliers and regional management
• Up to date CRM data maintenance