Ilyana Khanlarova

About Ilyana Khanlarova

Sales Leader: 22 years of direct and in-direct sales experience; navigating across complex customer organizations, negotiating complex deals, and selling everything from digital marketing platforms to end-user computing technology, on-prem and cloud infrastructure, enterprise applications (such as ERP, CX, Supply Chain, etc.), and services and solutions. • Last 11 years of my experience include working for Fortune 500 companies such as Oracle and HP, where I managed large, complex, global customers such as Amazon, T-Mobile, Costco, Starbucks, and Nike. • Before HP and Oracle, I worked for 4 start-ups, so I know how to build things ground-up, deal with ambiguity, pivot quickly, and adapt new process in a fast-paced environment.• My global and people management experience includes managing 80+ resources with broad mix of experience levels and tenures, across 13 cross-functional teams (sales, technical and operational), in 41 countries, cultures, and time zones.• What makes me unique as a senior sales leader, is my business and financial acumen for solving tough problems, managing unprecedented hypergrowth, and a successful track record for building, scaling, and operationalizing new capabilities and offerings globally with speed, and under very complicated conditions, without a manual or handbook that tells you what to do.Achievements - last 8 years• Earned 16 awards (2 Presidents Club)• Generated $1.11 billion in revenue (avg of 172% YOY growth)• Negotiated and closed global, complex, strategic, high visibility deals worth $1.10 billion in TCV.• Improved margin by 50% within 8 years• Exceed sales goals by an avg of 196% for 32 consecutive quarters, with a quota that grew an avg 176% YoY• Built a business from $0 to $300m ARR• Closed a 3-year,$500M global contract with no RFP (first time in company history)Skills: Sales Leadership | Global Sales Management | Business Development | Business Management | Building & Scaling Go-To-Market (GTM) Programs | Market Expansion & Product Launches | Enterprise Sales | Solution Sales | People Management | Coaching & Mentoring | Partner/channel development & Partner Solutions Sales | Social selling | Lead Generation | Lead Management | Acquisition Sales & Account Management | Customer & Business Insights, Market Conditions & Competitive analysis | Contract Negotiations | RFP & RFQ | Sales Enablement, Sales Operations & Continues Process Improvement | Information Technology (IT), Enterprise Applications | SaaS, IaaS, PaaS | Advanced Analytics & Reporting (Excel, Dashboards, Power Query, Power BI).

Experience

1. Strategic Client Director Senior Account Executive

   Oracle

   Aug 2021 — Present · Seattle, WA, US

   Serve in a senior strategic and consulting role for one of Oracle’s most critical global customers in the retail industry. Specific responsibilities include:• Developing long-term strategic relationships with my customer and ensuring overall client satisfaction.• Providing new points of view, supporting my customer in their digital transformation, finding creative approaches to complex business issues, enabling business outcomes thru strategic engagements, and developing and executing a 3-year plan that balances and aligns Oracle product roadmap and solutions to customer’s key business objectives.• Lead a team of 80+ specialized Oracle resources across business applications (ERP, EPM, CX, Supply Chain), infrastructure services (BI, Big Data, Security, Middleware, Database, Storage/Compute Hardware, and Engineered Systems), all cloud (IaaS, PaaS and SaaS) and consulting services.• All revenue.$6.4m in bookings and $5.6m in Cloud Revenue Growth in the first 10 months.

Education

• Interlake High School

  High School

  1996 — 1997

• Bellevue College

  AA to transfer to University

  2007

• Sammamish High School

  High School

  1997 — 2000