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1. VALERY KHRABROV
Moscow, Russia
+7 (903) 722-6515
vnkhrabrov@gmail.com
C-LEVEL BUSINESS LEADER
BUSINESS AND COMMERCIAL DEVELOPMENT EXPERT
Leadership Brand – A result-driven, customer oriented, P&L experienced and target-beating General Manager,
with innovative solution-sales orientation. I connect downward, upward, and across to design business models
and situations that help actualize the value with win-win outcome. Extensive C-Level network is instrumental in
staying abreast of business issues, market trends and finding the right people for doing business.
GENERAL MANAGER / BUSINESS DEVELOPMENT EXECUTIVE
Offering the following
• 20+ years in software technology and business services sector.
• Successful delivery of profitable growth and cash.
• Strong C-level network and board level sales ability.
• Inspiring management leadership.
• Business acumen and entrepreneur spirit.
SAS Institute Russia/CIS 2006 –2011
Country Manager (Reporting to SrVP for EMEA and AP)
Major Responsibilities:
• Managing all aspects of internal operations – office profitability, new sales target fulfillment, key
accounts penetration, existing customer’s retention, and successful projects delivery. Hiring and
controlled staff turnover. Efficiency of the company’s performance. Full P&L responsibility.
Major Achievements:
• 5 consecutive years of 20% or greater sales growth and office profitability despite downturn in the
economy and technology sector:
2006-2008 - 20%-30% revenue growth annually,
2009 – same level of revenue as in 2008, office profitable,
2010 – 46% new business growth.
• Thoughtful, deliberate, and controlled staff reorganization to refocus the company to make sure the
office is equipped with expertise, accountability and drive to position, sell, and deliver Value to the
customers.
• 30 out of 50 major banks, and all major Telco operators in Russia/CIS (MTS, MGTS, Vympelcom,
Megafon, Comstar, Svyazinvest (NW Telecom, Center Telecom), and Kazakhtelecom became
customers under my sales and general management.
• Russian Railways – established “trusted partner” relationship with key decision making personas that
ensures smooth process of yearly renewal payments and insight into new business expansion areas.
• Opened Energy, Oil&Gas, and Government markets – selected key accounts in Russia and
Kazakhstan.
• CIS territory business expansion: Russia, Ukraine, Kazakhstan, Belarus, Armenia, Turkmenistan,
Georgia.
SAS Institute Representative Office in Russia/CIS, Moscow, Russia
Sales Director in CIS (Russia, Kazakhstan, Ukraine) 2002 - 2006
Business Development Manager in CIS (Russia, Kazakhstan, Ukraine) 2000 - 2002

2. Major Responsibilities:
• Start-up business development in Telco and Finance industries: market segmentation, qualification, key
personas relations building, solutions positioning, negotiations, closing sales deals.
• Hiring, coaching, managing sales team. Forecasting accuracy, pipeline growth and management,
quarterly cash (sales) flow delivery.
Major Achievements:
• Consistent track record of driving new business wins and meeting sales targets.
• Directly (through my team) responsible for 80%-90% of clients and 80% of revenue year on year.
• Secured the largest contract in company’s history (on the global level): 10M Euro multi-year deal with
major telco operator in Russia.
• Cultivated and strengthened key client relations that later brought subsequent revenue streams.
ORACLE Representative Office in Russia/CIS, St. Petersburg, Russia 1996 - 2000
Head of Representative office in the North-West Region
Major Responsibilities:
• New (regional) office start-up. Team recruitment and company activities management. Market
development: selecting market segments, defining pricing, sales and distribution strategy, controlling
import contracts fulfillment.
Major Achievements:
• Brought the company to 2M Euro revenue within the first 18 months.
• Opened banking and telco industries, started building relation with government sector.
• Initiated key partnerships in the region to co-develop the market.
EDUCATION
Leningrad Electrical Engineering Institute. Faculty of Automation and Computer Science. St. Petersburg.
Master of Science, 1971-1977
PhD in Computer Science and Information Technology, 1981-1985.
Banking Institute. Securities Manager Certificate, 1995
2000-2010 Trainings:
• Solutions Selling, TOP Selling. SAS Institute, International.
• Acting skills for Business Leaders: professor Shentalinsky, MKHAT Theatre, Moscow.
• Leadership Training for Managers: Dale Carnegie Institute, Moscow.
• Effective regular Management and Time Management for Top Managers: A. Friedman. Moscow.
• Operational Leadership: A. Friedman. Moscow.
COMPUTER SKILLS
Outlook, Word, Excel, PowerPoint, Mind Manager, Internet.
OTHER INFORMATION
Native Russian. Intermediate English, Intermediate Spanish, some Polish.
Married. 2 children.
Passionate about adventure travels, mountain skiing, diving, windsurfing.