Anatoli Gochkov
Business Development Strategies Executioner | SME - Fintech & Healthcare | Sales Learning & Development Coach
Sofia
Summary
Strategic technology Business Development Manager with a proven track record of delivering measurable results. My focus is on driving sustainable growth by boosting annual revenue by up to 50% and consistently exceeding sales targets. I have a comprehensive understanding of the full B2B sales lifecycle, from leading international business development across key EMEA markets (DACH, Nordics, UKI) to mentoring successful sales teams. My unique background in IT engineering provides deep technical credibility, allowing me to build trust and craft effective solutions for clients, particularly in the FinTech and Healthcare industries.
Overview
16
16
years of professional experience
5
5
Certifications
3
3
Languages
Work History
PCI Strategy Manager
7Security GmbH
07.2025 - Current
- As a PCI Strategy Manager at 7Security GmbH, I am responsible for driving the full B2B sales lifecycle, from leading international business development across key EMEA markets (DACH, Nordics, UKI) to mentoring successful sales teams. My unique background in IT engineering provides deep technical credibility, allowing me to build trust and craft effective solutions for clients, particularly in the FinTech and Healthcare industries.
- Key Achievements:
- Revenue Growth: Increased annual revenue by 30-50% through high-value deals.
- Market Expansion: Successfully opened and secured long-term clients in 3+ new international markets.
- Performance Excellence: Exceeded sales targets by up to 132% while maintaining a high deal conversion rate.
- Client Satisfaction: Achieved 90%+ satisfaction, leading to significant repeat business and referrals.
Business Development Manager EMEA
Generic Soft
01.2024 - 07.2025
- As a Business Development Manager at Generic Soft, I was responsible for expanding our presence across key markets, including the Nordics, DACH, UK, and USA. My role combined sales execution, strategic planning, and client relationship management to drive consistent growth.
- I proactively identified and pursued new business opportunities, building a strong sales pipeline through outbound efforts, referrals, and partnerships. From first contact to deal closure, I managed the full sales cycle and tailored each engagement to the client’s needs.
- By conducting ongoing market and competitor research, I was able to adjust our go-to-market strategy and work closely with marketing to optimise outreach. I served as the main point of contact for clients during project scoping and negotiations, ensuring expectations were met and feedback loops remained active.
- I created customised proposals, pitch decks, and RFP responses and led contract and pricing negotiations in coordination with legal and finance. In parallel, I built strategic partnerships with tech vendors and represented Generic Soft at industry events and conferences.
- On the operational side, I maintained accurate CRM records, reported on sales KPIs, and contributed to continuous performance improvements.
- Key Achievements:
- Closed several high-value deals, boosting annual revenue by 30–50%.
- Opened 2–3 new regional markets with long-term client wins.
- Maintained a deal conversion rate well above industry average.
- Built strategic partnerships that contributed to pipeline stability.
- Achieved 90%+ client satisfaction, leading to repeat business and referrals.
Head of Healthcare Solutions EMEA
Scalefocus
09.2022 - 01.2024
- Strategic Leadership: Provide strategic vision and leadership for the Healthcare Solutions division, setting clear goals and objectives aligned with the company’s mission and growth strategies.
- Team Management: Lead and mentor a team of healthcare solution specialists, fostering a high-performance culture and ensuring the team’s growth and development.
- Market Research: Stay abreast of the latest trends, technologies, and regulations in the healthcare industry to identify product development and improvement opportunities.
- Client Engagement: Build and maintain strong relationships with healthcare clients, understanding their needs, and ensuring that solutions meet or exceed their expectations.
- Regulatory Compliance: Ensure that all healthcare solutions meet industry-specific regulatory requirements, such as HIPAA in the United States or similar regulations in other regions.
- Sales Support: Collaborate with the sales and business development teams to provide expertise, product knowledge, and support in closing healthcare-related deals.
- Revenue Growth: Drive revenue growth through effective product positioning, pricing strategies, and go-to-market plans.
- Partnerships: Identify and establish partnerships with healthcare technology vendors, institutions, and organizations to expand Scalefocus’ reach and capabilities in the healthcare sector.
- Customer Success: Develop and implement customer success programs to enhance client satisfaction, retention, and referrals.
- Innovation: Foster a culture of innovation within the team, encouraging the development of new features and solutions that address emerging healthcare challenges.
- Continuous Improvement: Implement continuous improvement processes to enhance the quality and efficiency of healthcare solutions.
- Reporting: Provide regular reports and updates to senior management on the performance and progress of the Healthcare Solutions division.
Senior Business Development Executive
Scalefocus
08.2022 - 01.2024
- Develop and execute strategic plans to expand Scalefocus’ presence in the UKI region, including identifying new business opportunities and fostering client relationships.
- Nurture existing client relationships while proactively seeking new opportunities. Provide top-tier customer service to ensure client satisfaction and retention.
- Collaborate with the sales team to create winning sales strategies that align with Scalefocus’ business objectives and client needs.
- Negotiate contracts, pricing, and terms with clients to secure profitable and sustainable business agreements.
- Meet and exceed revenue and sales targets for the UKI region, contributing to the company’s overall growth and profitability.
- Build and maintain strong relationships with key stakeholders in client organizations, ensuring a deep understanding of their needs and concerns.
Sales Manager EMEA
SoftGroup
08.2020 - 08.2022
- Achieve growth and hit sales targets by successfully managing the sales team.
- Design and implement a strategic business plan that expands the company’s customer base and ensures its strong presence.
- Own recruiting, objectives setting, coaching and performance monitoring of sales representatives.
- Build and promote strong, long-lasting customer relationships by partnering with them and understanding their needs.
- Present sales, revenue and expense reports and realistic forecasts to the management team.
- Identify emerging markets and market shifts while being fully aware of new products and competition status.
- Expertise:
- Sales Team Supervision
- Territory Management
- New Account Development
- Relationship Building
- Complex Negotiations
- Presentations & Proposals
- Closing Strategies
- Sales Training
- Lead Qualification
Sales Executive
SoftGroup
11.2019 - 08.2020
- Conduct market research to identify selling possibilities and evaluate customer needs
- Actively seek out new sales opportunities through cold calling, networking and social media
- Set up meetings with potential clients
- Prepare and deliver appropriate presentations on products and services
- Create frequent reviews and reports with sales and financial data
- Ensure the availability of stock for sales and demonstrations
- Participate on behalf of the company in exhibitions or conferences
- Negotiate/close deals and handle complaints or objections
- Collaborate with team members to achieve better results
- Gather feedback from customers or prospects and share with internal teams
Sales Development Representative
SoftGroup
09.2018 - 11.2019
- Generate leads and build relationships by nurturing warm prospects and finding new potential sales outlets.
- Manage and maintain a pipeline of interested prospects and engage sales executives for next steps.
- Identify best practices to refine the company’s lead generation playbook.
- Utilize CRM, cold calling, and email to generate new sales opportunities.
- Identify prospect's needs and suggest appropriate products/services.
- Build long-term trusting relationships with prospects to qualify leads as sales opportunities.
- Proactively seek new business opportunities in the market.
- Set up meetings or calls between (prospective) customers and sales executives.
- Report to sales manager with weekly, monthly, and quarterly results.
New Business Account Manager
HTL Support
02.2018 - 09.2018
- Generates IT (information technology) sales and business, develops relationships with new clients, makes sales visits and presentations, maintains advanced knowledge of products and services, and establishes and meets sales goals.
- Develops and expands a portfolio of corporate clients by networking and marketing
- Assesses client IT needs and makes recommendations, including IT equipment and service packages
- Prepares sales visits and presentations to pitch product, service, and combination packages to clients
- Demonstrates IT services to highlight product benefits
- Establishes sales goals and implements a plan to meet those goals
- Tracks progress toward goals and documents sales performance
- Fluent in all products and services offered by the employer through testing, demonstrations, and research
- Answers questions, describes benefits, and discusses pros and cons of various competing products or services
- Familiar with the IT industry, and stays updated on trends and innovative products
Senior Sales Executive
Jaguar Land Rover UK
02.2017 - 02.2018
- Providing the highest levels of customer service by providing a knowledgeable, courteous, responsive and efficient service projecting the quality image of the manufacturer and the company. Achieving key performance standards as set by Lookers and the brand.
- Annual Target 120 sales; achieved 122 i.e. 101% against target.
IT Engineer (Part Time - Working on Projects)
Microfix Technology Services Limited
03.2015 - 02.2017
- Installs, configures, maintains, administers and integrates vended systems, application servers and system software and hardware within the Windows Environment.
- Coordinates system hardware and software testing with development teams to ensure transparent implementation and appropriate capacity.
- Coordinates and performs firmware upgrades and patch management to Operating System and Application software.
- Reviews, analyzes and assesses Vendor’s proposed changes, upgrades and needs.
- Investigates and proposes solutions for development and customer needs to improve reliability, continuity, and maintainability for Windows systems hardware and software.
- Monitors and ensures that backup data and resilience methods are scheduled and functioning appropriately.
Sales Executive
Currie Motors
08.2014 - 02.2017
- Maintain acceptable levels of selling on new and used vehicles. To represent the brand in accordance with dealer standards and Company requirements; To build a rapport with customers and identify their requirements; To act with due diligence when negotiating and completing a sales transaction; To maintain the required standard of vehicle display; To maintain a high level of customer satisfaction.
- Target 360 sales; achieved 416 i.e. 132% against target
System Administrator
R Computers
08.2013 - 06.2014
- To ensure systems continuity, reliability and maintenance for optimum ‘up time’; including planned maintenance, client communication and change management. To install, configures, maintain administer and integrates vended systems, third party application servers and systems software and hardware within a Windows Environment. To:
- Coordinate system hardware and software testing in liaison with development teams to ensure transparent implementation and capacity management.
- Coordinate and performs firmware upgrades and patch management to Operating System and Application software to avoid business disruption.
- Review, analyze and assess Vendor’s proposed changes, upgrades and requirements.
- Investigate and propose solutions for development and customer requirements to ensure optimum reliability, business continuity, and timely maintenance for Windows systems hardware and software.
- Monitor and ensure data backup and resilience methods are scheduled and functioning appropriately
Sales Executive
Vivacom
06.2012 - 01.2014
- Selected to manage maintain the already established business relationships with customers from former colleagues.
- Periodic addition of new services - additional packages to contracts.
- Annual target for 2014 was 2K and achieved 99% (Jan- June)
- Annual target for 2013 was 5K and achieved 101%
- Annual target for 2012 was 1K and achieved 91% (June – December)
- 2014 – 101% against an annual target of 11K new contracts and existing (Jan – June)
- 2013 – 115% against an annual target of 30K new contracts and renew existing
- 2012 - 130% against an annual target of 10K new contracts and existing (June – December)
- Selected to manage the to bringing new Business clients for the company
Retail Store Manager
Handy-Tel
Burgas, Burgas
01.2011 - 06.2012
- 2012 – 94% against annual target £105K (Jan – June)
- 2011 – Award for Top Magazine in the Country
- 2011 – 110% against annual target £310K (Jan – December)
- Direct and supervise the work of employees in the store and organise maintenance procedures and regulatory staff meetings ; Contribute for improving the organisation of work in the store and the introduction of automated technologies; Supervise distribution of goods and arrange delivery deadlines; Monthly performance of the set target. The performance was always 100% or more.
Junior System Administrator
Riva Ltd
06.2009 - 07.2010
- Responsibilities :
- Installation and maintenance of all systems within a clients digital environment.
- Producing documentation on operational, system and user procedures & guidelines.
- Building, configuration and troubleshooting of server and desktop hardware.
- Providing advice on selection and purchase of IT equipment.
- Maintaining maximum availability of supported services for users.
- Obtaining quotes for supply of goods and services from suppliers.
- Designing, implementing and managing Active Directory.
- Monitoring the progress of third-party maintenance contract suppliers.
- Ensuring that support calls are logged and handled effectively and efficiently.
- Responsible for disaster recovery, closing security loopholes and access levels.
- Ensure adequate antivirus protection & solutions are maintained and updated.
- Identify and recommending improvements for E-mail applications & Webpage development.
Education
Master - Software Engineering, Computer and Information Sciences and Support Services
Burgas Free University
Burgas, 0201.2014
Bachelor of Science - Computer systems and technologies, Computer and Information Sciences and Support Services
Burgas Free University
Burgas 01.2012
Skills
- Business development
- Relationship development
- Sales strategy
- Strategic partnerships
- Sales strategy
- Relationship management
- Lead generation
- Revenue generation
- Account management
- Customer retention
- Customer account management
- Customer service
Certification
Information Security and Data Protection
Timeline
PCI Strategy Manager
7Security GmbH
07.2025 - Current
Business Development Manager EMEA
Generic Soft
01.2024 - 07.2025
Business Project Management
08-2023
Head of Healthcare Solutions EMEA
Scalefocus
09.2022 - 01.2024
Senior Business Development Executive
Scalefocus
08.2022 - 01.2024
Sales Manager EMEA
SoftGroup
08.2020 - 08.2022
Sales Executive
SoftGroup
11.2019 - 08.2020
Sales Development Representative
SoftGroup
09.2018 - 11.2019
New Business Account Manager
HTL Support
02.2018 - 09.2018
Senior Sales Executive
Jaguar Land Rover UK
02.2017 - 02.2018
IT Engineer (Part Time - Working on Projects)
Microfix Technology Services Limited
03.2015 - 02.2017
Sales Executive
Currie Motors
08.2014 - 02.2017
System Administrator
R Computers
08.2013 - 06.2014
Sales Executive
Vivacom
06.2012 - 01.2014
Retail Store Manager
Handy-Tel
01.2011 - 06.2012
Junior System Administrator
Riva Ltd
06.2009 - 07.2010
Master - Software Engineering, Computer and Information Sciences and Support Services
Burgas Free University
Bachelor of Science - Computer systems and technologies, Computer and Information Sciences and Support Services
Burgas Free University
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