Agnostic to any collaboration platform
Michael TALAN
Cloud Sales Executive
Lafayette,USA
Summary
Experienced Cloud Sales Executive and former Oracle sales manager with a successful transition to AWS partner company specializing in big data and enterprise workloads. Proven track record in revenue growth, strategic partnerships, and exceptional customer experiences. Consistently exceeds sales targets, negotiates complex contracts, and leads cross-functional teams. Strong in pipeline management, networking, and go-to-market strategies. Skilled in sales training, CRM systems, and deep knowledge of cloud computing technologies. Results-driven and customer-focused.
Overview
23
23
years of professional experience
2
2
Certificates
8
8
years of post-secondary education
Work History
Cloud Strategy and Sales Director
MTS
San Francisco, CA
01.2022 - Current
- Developed and successfully established the cloud transformation consulting business within MTS' enterprise business unit. Took charge of pricing strategies, customer acquisition approaches, product roadmap development, and formulated MTS' partner strategy.
- Oversaw and directed MTS' transition from a traditional telecommunications provider to a leading cloud services provider. Earned $17 million in revenue in the first year.
- Formulated the business strategy and operational model, with a strong focus on vertical integration through M&A activities. Led integration efforts for network services, DNS, CDN, domain registrar, and CA, ensuring operational excellence within MTS Cloud.
- Initiated an internal program aimed at identifying and exploring new technologies and business models to enhance MTS' technology leadership and customer relevance. Spearheaded the implementation of an OpenStack VM engine, making strategic decisions, executing plans, and managing investments to reduce dependency on VMware and expand customer options.
- Implemented a comprehensive restructuring of MTS' internal organizational structure, resulting in significant cost savings and improved efficiency in operations and hardware maintenance.
- Successfully navigated the shift in mindset within the organization from a traditional hosting provider to a cutting-edge cloud services provider.
- Currently overseeing two pending stellar M&A deals, with the goal of creating a vertically integrated telco/cloud player.
- Introduced formal operating procedures, ensuring adherence to policies and regulations that positively impacted the company's bottom line.
- Cultivated a work culture focused on collaboration and inclusion, fostering higher morale and reducing turnover rates.
Cloud Solutions Sales Engagements Manager
Shalb
San Francisco, CA
09.2014 - 12.2021
- Collaborated with clients to understand their business needs and develop tailored cloud solutions to meet their requirements. Conducted cloud readiness assessments, identifying gaps and recommending strategies for successful cloud adoption.
- Presented cloud solutions to key stakeholders, including C-level executives, demonstrating the value and benefits of migrating to the cloud. Led proof-of-concept projects, showcasing the feasibility and advantages of cloud solutions for clients' specific use cases.
- Led a team of six cloud solution architects and engineers, providing guidance, mentoring, and coaching to enhance their skills and performance.
- Collaborated with sales and marketing teams to identify and pursue new business opportunities, resulting in a 35% increase in cloud services revenue.
- Defined and implemented cloud deployment methodologies, ensuring seamless integration, scalability, and security for clients. Managed end-to-end project lifecycles, overseeing requirements gathering, solution design, implementation, and post-deployment support.
- Conducted regular performance evaluations and provided constructive feedback to team members, contributing to their professional development.
- Stayed up-to-date with the latest cloud technologies, trends, and best practices, driving continuous improvement and innovation within the organization.
Key Account Director
Oracle Corporation
Moscow, CIS
06.2010 - 07.2012
- Acquired high-value accounts through consultative selling, joint partner solutions, and presenting compelling opportunities. Increased revenue by 27% YoY. Enhanced account management by predicting potential threats and providing proactive solutions.
- Optimized service delivery through team training, increasing customer satisfaction. Fostered relationships with stakeholders for loyalty. Developed and executed account plans, delivering value-added solutions. Led cross-functional teams for seamless software project delivery.
- Collaborated with product and marketing teams to align with customer needs. Conducted business reviews, offered insights, identified growth opportunities.
- Negotiated high-value contracts for profitability and long-term partnerships. Aligned software solutions with strategic goals, monitored market trends, and provided mentorship to drive team performance.
Sales Manager
Oracle Corporation
Moscow, CIS
06.2007 - 06.2009
- Achieved 40% revenue growth by assigning pre-sale engineers to identify new niches and driving multi-million contract sales.
- Exceeded sales quotas, increased profitability through effective planning, and penetrated target markets. Built strong client relationships, pursued new opportunities, and closed high-value contracts.
- Aligned sales strategies with product roadmap, conducted market research, and mentored sales representatives. Analyzed sales data, delivered presentations, and managed pipelines for accurate reporting.
- Achieved impressive annual growth: FY08 – 130%, FY09 – 110%, FY10 – 198%
Software Sales Representative
Oracle Corporation
Moscow, CIS
07.2005 - 06.2007
- Qualified and converted leads for software solutions, achieving 40% application revenue growth. Executed strategic sales plans, leading to a 30% revenue increase in new-logo acquisitions through joint Oracle/partner initiatives.
- Reduced customer attrition by 60% through fostering collaboration and trust with X-LOBs. Managed contract processes, engaged with customers post-sales, and ensured product integration and satisfaction.
- Conducted webinars and on-site presentations to demonstrate software solutions, improving close ratios. Coordinated training for deployments and ongoing customer satisfaction.
- Developed network through lead identification, industry events, and client relationships. Demonstrated products at customer locations and serviced existing accounts for revenue maximization.
- Utilized CRM for maintaining essential account information and generating sales reports.
- FY06 – 108%, FY07 – 165%
IBM Sales Manager
Borlas
Kiev
04.2002 - 06.2005
- Established distributor business with IBM, generating $5 million in revenue in the first year. Differentiated Borlas through Oracle@AIX expertise.
- Achieved 205% revenue growth in 2003 by transitioning Telecom conglomerates from Sun to IBM, emphasizing pSeries/AIX features. Generated double-digit revenue growth through major joint marketing campaigns and successful "Oracle@IBM" roadshow.
- Expanded partner network by 65% in 2004, leading sales consulting teams in partner organizations' branches. Achieved multi-million-dollar revenue, becoming a top IBM partner in the ECEMEA region, surpassing software license targets by 230%.
- Actively participated in industry events, fostering business growth. Conducted regular team meetings, reinforcing goals and policies for sales personnel.
- Provided coaching and guidance, encouraging cross-selling initiatives.
- Mentored sales representatives, helping them achieve targets.
- Received prestigious IBM award for being the best pSeries partner in ECEMEA.
Localization Specialist
Hansaworld
Riga, Latvia
05.2000 - 04.2002
- Contributed strategic insight to Hansa’s customization project of Financial system for the Eastern European market, defining the scope of the vanilla version.
- Monitored the progress of localization projects and effectively communicated any issues to the relevant stakeholders.
- Translated application content from English to Ukrainian, ensuring accurate and culturally appropriate translations. Created detailed reports assessing the accuracy of translated documents, ensuring high-quality standards were met.
- Implemented rigorous quality control measures to maintain the accuracy of translated screens and documents. Developed strategies to ensure consistent and precise translations across various materials.
- Proofread, edited, and enhanced documents of varying lengths to improve readability and coherence. Developed and maintained a comprehensive glossary of technical terms to ensure consistency in translations.
Education
MBA - Business Administration And Management
08.2012 - 05.2014
Bachelor of Science - Computer And Information Sciences
09.1994 - 05.2001
Skills
Sales Leadership
Affiliations
Free Russia Forum, DC and Vilnius.
The ongoing conflict in Ukraine deeply affects me on a personal level, and it is a tragedy that I find difficult to put into words. As a result, I have made it my priority to support and prioritize Ukrainian cloud engineers in all potential client engagements that come my way. Additionally, I actively contribute financial donations to help alleviate the impact of the crisis.
Software
Salesforce
Oracle EBS
Certification
PMP
Interests
Digital Ethics and AI morale
The Digital Ethics refers to the moral considerations and responsibilities associated with the information and data we leave behind as we interact and navigate the digital world Digital footprints are the traces of our online activities, including our browsing history, social media posts, online purchases, and other digital interactions Ultimately, the ethics of digital footprints revolve around respect, privacy, security, transparency, and empowering individuals to have control over their online presence It requires balancing the benefits of digital interactions with the responsibility to protect and respect the rights and well-being of individuals in the digital realm I am writing a book about it The emergence of AI technologies brings new challenges and considerations to the ethics of digital footprints As AI systems collect and analyze vast amounts of data, including digital footprints, AI ethics are becoming matters of elevated significance to explore
Accomplishments
2011 Oracle Club Excellence
“Outstanding Job performance is the only way to get into Oracle Club Excellence”. Mark Hurd.
2008 Oracle Club Excellence
“Michael, you are the top 1% of over-performers at Oracle. Welcome to the Oracle Club Excellence”.
2003 IBM best partner of the year in EMEA
IBM partner conference in Orlando in January 2003.
Timeline
Cloud Strategy and Sales Director - MTS
01.2022 - Current
AWS Certified Solution Architect
11-2017
PMP
08-2017
Cloud Solutions Sales Engagements Manager - Shalb
09.2014 - 12.2021
University of California - MBA, Business Administration And Management
08.2012 - 05.2014
Key Account Director - Oracle Corporation
06.2010 - 07.2012
Sales Manager - Oracle Corporation
06.2007 - 06.2009
Software Sales Representative - Oracle Corporation
07.2005 - 06.2007
IBM Sales Manager - Borlas
04.2002 - 06.2005
Localization Specialist - Hansaworld
05.2000 - 04.2002
State University of Economics - Bachelor of Science, Computer And Information Sciences
09.1994 - 05.2001
Club Excellence
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