Ruslan Tsankov
Sofia
Summary
Regional sales leader with 10+ years in ICT, winning complex enterprise and public-sector opportunities through strong customer relationships, tender governance, and partner-driven execution. Known for building credibility with business, technical and procurement stakeholders, translating requirements into clear value narratives, and maintaining executive-level engagement throughout long sales cycles. Strong GTM discipline: territory and account planning, stakeholder mapping, pipeline governance, and forecasting cadence. Positioned to drive server-led data center modernization outcomes (virtualization, hybrid cloud adoption, reliability and lifecycle economics) via ecosystem orchestration.
Overview
12
12
years of professional experience
Work History
Deputy Director, Enterprise Business Group (EBG)
Huawei
Sofia
04.2024 - Current
- Lead EBG sales execution with disciplined GTM planning (territory/account priorities, pipeline governance, forecasting cadence).
- Strengthen customer relationships through executive engagement plans, expectation management and structured governance across long-cycle opportunities.
- Coach the team on value-based selling, deal strategy and competitive positioning to improve win-rate and pipeline quality.
- Coordinate cross-functionally with product, services and delivery teams to ensure feasible proposals and successful execution in compliance-driven environments.
- Led cross-functional teams to implement strategic initiatives enhancing operational efficiency.
- Developed and executed policies improving organizational performance and compliance.
- Oversaw project management efforts, ensuring timely completion of projects within allocated budgets and scope.
- Ensured regulatory compliance across all departments through diligent monitoring of policies, procedures, documentation requirements.
Enterprise Sales Manager - Entrusted Region
Huawei
Sofia
06.2021 - 03.2024
- Owned enterprise and public-sector sales for the entrusted region; managed 5 strategic accounts with C-level/ministerial stakeholders and long-cycle procurement.
- Closed deals up to €1.35M and operated against annual targets of €3.7M-€4.5M through structured territory planning, account mapping and pipeline governance.
- Delivered 4 tender wins in a 12-month period by owning the tender lifecycle: requirements analysis, bid strategy, partner coordination, documentation, approvals and clarification responses.
- Built multi-threaded customer relationships across business, IT/security and procurement; maintained momentum via workshops, written summaries and next-step ownership.
- Developed strategic account plans to drive revenue growth and customer satisfaction.
- Led cross-functional teams to enhance product offerings and streamline sales processes.
Account Executive - Public Sector
Vivacom Telecommunications
Sofia
10.2015 - 06.2021
- Managed public-sector relationships; identified needs and expanded telecom/ICT portfolios in regulated environments.
- Introduced and sold cloud services (data storage, backup, web-based email); supported adoption and service governance.
- Supported tender procedures and bid preparation; contributed to innovative ICT and EU project preparations.
Key Account Manager
Vivacom Telecommunications
Sofia
04.2014 - 10.2015
- Managed national-level broadband service projects end-to-end and improved execution through structured reporting and CRM discipline.
- Trained and coached Key Account Managers; ensured quality control and execution support.
Education
Business Administration - undefined
03.2026
in progress
Skills
- Customer relationship leadership
- Executive trust-building
- Multi-threaded engagement
- Success planning
- Governance cadence
- Public sector & tenders
- RFP/RFQ lifecycle
- Compliance documentation
- Bid governance
- Clarifications
- Risk management
- Regional GTM
- Territory/account planning
- Stakeholder mapping
- Pipeline governance
- Forecasting cadence
- Deal reviews
- Channel & ecosystem
- Distributor/VAR/SI collaboration
- Joint business planning
- Partner enablement
- Co-selling
- Data center positioning
- Server-led refresh cycles
- Virtualization/hybrid cloud drivers
- Lifecycle economics
Languages
Bulgarian
English
Serbian
Italian
Performance Snapshot
€1.35M, €3.7M-€4.5M, 4 wins in 12 months (end-to-end bid ownership), 5, maintained ~35% of annual target as qualified late-stage pipeline during peak cycles (commit/best-case), Southeast Europe
Timeline
Deputy Director, Enterprise Business Group (EBG) - Huawei
04.2024 - Current
Enterprise Sales Manager - Entrusted Region - Huawei
06.2021 - 03.2024
Account Executive - Public Sector - Vivacom Telecommunications
10.2015 - 06.2021
Key Account Manager - Vivacom Telecommunications
04.2014 - 10.2015
University of National and World Economy (UNWE) - Business Administration,