Manager Sales

Larissa Duzhansky

** **** **. *********, **, ****8 617-***-**** ******@*****.***

Executive Summary

Accomplished Business Development and Alliances sales leader with experience in building successful and profitable businesses partnerships. Passionate about delivering revenue growth and scale through strategic partnerships and channel development. Track record of successfully directing partnerships with Systems Integrators, ISVs, OEMs and Hardware enterprises.

Experience

Humanyze, Cambridge, MA Nov. 2017-Present

Director, Alliances => Senior Director, Alliances as of 2019

Conceived and executed Humanyze’s initial global partner strategy

oAligned C-suite stakeholders across the organization to achieve support for a cohesive partner strategy which includes SIs, boutique consultancies, Commercial Real Estate Managers, Sensor Manufacturers and Cloud/SaaS companies

oEstablished relationships with first set of global partners including Ernst & Young, Panasonic and global Facilities Management firms such as WeWork, Mirvac and Colliers

oHired the initial team of Global Alliance Managers

oStructured reseller and partnership agreement contract templates working with Legal and the CFO

oCreated the basic enablement and training program for global resellers

Achieved revenue and pipeline success in the first year of the alliance team’s existence

oClosed three key deals with a revenue total of $3 million

oDelivered a $20 million pipeline with 4 deals in late stages as of January 2019

oBuilt relationships with key lead generation partners including Schneider Electric, Qualtrics by SAP and boutique management consultancies

Expanded Humanyze’s market and geographic reach through co-development of vertical and geography specific product packages to be sold by partners

oDesigned an operations optimization tool for the banking industry to be delivered by our consulting and SI partners

oEstablished Humanyze’s operation in Australia by creating a real estate advisory product with a leader in Facilities Management

oOpened the Japan market with the development of a joint hardware and digital package with a Sensor Manufacturer; Tokyo office opened in Fall 2018

Fuze Inc., Cambridge, MA Jan. 2016-Sep. 2017

Manager, Partner & Business Development

Led cloud partnership strategy

oDelivered $10 million Annual Recurring Revenue through partnerships.

oStructure and negotiate alliances that help complete Fuze’s UCaaS platform.

oHelped to build out and develop cloud partnering frameworks that grew partner revenue by 10X.

oTrain and enable sales teams to maximize the value of current partnerships.

oCoached junior members of the team to successfully engage with partners.

Directed Fuze’s business development and operational excellence initiatives

oDeveloped criteria for recognizing Fuze’s target customers.

oBuild and executed a target account and lead generation strategy that resulted in 250 new leads a quarter for every sales manager at Fuze.

oStructured and launched Fuze’s first deal desk.

oMentored junior team members in driving cross-functional buy in for strategic engagement.

Build and improve vendor relationships that hasten the sales process

oSet up a partnership that allows customers to sell back old hardware equipment.

oRenegotiated reseller contracts with partners that improve Fuze’s margin by 10%-20%.

oOrganized hardware partnerships that improve customer’s meeting and collaboration experience.

Larissa Duzhansky Page 2

VMware Inc., Cambridge, MA Jan 2011-Dec. 2015

Alliance Manager => Senior Alliance Manager as of 2015

Drove channel and influence revenue through partnerships

oGenerated a 10x revenue increase in various verticals over 18 months by setting the go-to-market strategy and negotiating distributor agreements.

oNegotiated resell and SISO terms with Telecommunications/NFV partners that cover licensing, support and teaming arrangements.

oCoordinated sales efforts between field teams, professional services organizations and product business units to jointly win major NFV customers.

oTrained VMware field teams on the engagement models with partners that lead to successful outcomes.

oManaged revenue pipeline leading weekly forecast calls with partners and developing joint plans for closing major opportunities.

Directed VMware strategic partnerships and grew doubled ecosystem

oCreated and contributed to business plans for expanding the alliances organization into new verticals, initiatives and launching $100+ million businesses.

oDeveloped VMware partnering strategy with Telecommunications Network Equipment Providers, Systems Integrators and ISVs by setting relationship goals, go-to-market strategy and establishing appropriate routes to market.

oRecruited new partners by creating marketing and messaging collateral that illustrated the value of engaging with VMware.

oDrove successful outcomes from existing partnerships by setting relationship governance, organizing QBRs, driving integration road maps and engaging with executive stake holders to create cross functional alignment.

oPromoted partnerships by creating knowledge leadership documents, sales-kits and participating in Webinars that highlighted the value of our joint solutions.

Larissa Duzhansky Page 3

McKinsey & Company, Waltham, MA 2008 – Dec. 2010

Research Analyst

Lead analyst on numerous go to market and organizational studies to help optimize performance for clients in the Fortune 500.

Helped clients in the high-tech industry increase revenues and market share through conducting business planning and go-to-market engagements.

Conducted strategic competitive assessments, SWOT analysis and “war room” exercises with software companies in the virtualization and Cloud industry.

Led workshops with C-level executives.

Worked with engagement managers to develop proposals, business plans, case studies and training programs for clients.

Managed relationships with existing vendors and helped establish new data sources for the team.

Performed competitive analysis and market sizing, assisted clients in go-to-market decisions.

Led internal research efforts to produce reusable documents on relevant industry topics.

Education

M.A. International Economics and Finance, Brandeis University, Waltham MA

Recipient of the American Leadership Award Scholarship

B.A. Economics, Brandeis University, Waltham MA

Additional Languages: Fluent in Russian

Contact this candidate