Sam Potnin

Commercial Lead

Enterprise Sales, Partnerships & Business Development

Industrial & enterprise customers · Strategic accounts · Technology services · Partner development
Buenos Aires, Argentina · Remote / International
[email protected] · LinkedIn

Profile

Sam is a commercial lead with 16 years of experience developing enterprise technology accounts and partner-supported opportunities. He combines enterprise sales at Oracle, industrial account management at Comparex and earlier implementation and project-management work with hands-on commercial engagements for startups and technology companies.

He has worked with customers in manufacturing, mining, oil and gas, government, financial services (FSI), telecommunications and retail. His experience spans enterprise software, databases, infrastructure, cloud, licensing and professional services, including complex procurement and coordination across large organizations.

Working alongside engineering and delivery teams, Sam takes commercial ownership of opportunities: understanding the customer need, qualifying the buying process, developing proposals, negotiating agreements and coordinating the transition into delivery. He brings experience on the vendor, integrator, reseller and cloud-provider sides of the business, helping connect technical capabilities to customer priorities and commercial decisions.

Selected track record

Oracle: exceeded quota in multiple consecutive years and coordinated deal teams of up to 20 across customers, partners, technical specialists, legal, procurement and leadership.
Comparex: delivered approximately 150% of target, managed an annual portfolio of roughly $45 million at the time and won a separate $90 million multi-year Microsoft Enterprise Agreement with En+.
Partner development: signed 16 resellers and systems integrators in two months for a Tibero distributor.

Commercial contribution

Account development and expansion: build account plans, executive relationships and opportunities for additional software, cloud and professional services.
Partnerships and joint opportunities: develop partner relationships and coordinate complementary vendor and delivery capabilities around customer requirements.
Discovery, proposals and negotiation: establish the business problem, stakeholders and purchasing path; work with technical specialists on scope and proposals; negotiate commercial terms.
Commercial coordination through delivery handoff: align customer expectations, responsibilities and next steps across sales, presales, engineering, legal and procurement.

Professional experience

Independent Commercial Consultant — Enterprise Sales, Partnerships & RevOps

September 2022–present · International / Remote

Take on consulting, project-based and fractional commercial responsibilities for startups and technology companies, spanning enterprise sales, business development, partnerships, prospecting, go-to-market execution and revenue operations.
Work with founders on target-account selection, prospect research, customer discovery, offer positioning and partner development.
Support enterprise deal strategy, vendor negotiations, pipeline management and commercial follow-up.
Current work includes commercial representation and partner/reseller development for a cybersecurity vendor across the Americas.
Conduct operational discovery with oilfield-services professionals, examining sales-order workflows, purchasing and inventory traceability, billing exceptions and operational forecasting.
Use clickable prototypes with synthetic data to clarify workflow requirements before implementation; use HubSpot, APIs, spreadsheets and AI-assisted internal tools to support prospecting, CRM workflows, follow-up and reporting.

Selected engagement — SalesLens
Fractional Co-Founder / Head of Partnerships & Customer Success · May 2024–December 2025

Led partnerships and customer-success work for an early-stage sales-analytics venture.
Worked across onboarding, retention, commercial feedback and revenue operations.

Selected venture — In-Crew (In-crew.app)

Contributed to customer discovery, positioning and early go-to-market work.

Enterprise Account Executive — Oracle

May 2017–September 2022 · Uzbekistan territory

Managed complex enterprise and public-sector opportunities across databases, BI, middleware, infrastructure and cloud services.
Built territory and account plans, executive relationships, partner coverage and forecasting cadence.
Coordinated deal teams of up to 20 across customers, partners, presales, legal, procurement, delivery and leadership.
Exceeded quota in multiple consecutive years.
Covered organizations in manufacturing, natural resources, engineering, construction, telecommunications and government.

Sales Director — HPC HUB

October 2016–May 2017

Built value propositions, the sales process, partner ecosystem, KPIs and enterprise pipeline for a cloud-based high-performance-computing platform.
Developed opportunities around scientific and industrial workloads.

Account Executive / Cloud Evangelist — CloudDC

April 2016–October 2016

Helped commercialize services at a Tier III-certified data center.
Developed pipeline, service-catalog positioning and vendor relationships across infrastructure, platform and software services.
Exceeded quota as an early commercial hire.

Key Account Manager, Manufacturing — Comparex

October 2012–August 2014

Managed enterprise software licensing, infrastructure, consulting and professional-services sales.
Delivered approximately 150% of target while managing an annual portfolio of roughly $45 million at the time.
Won a $90 million multi-year Microsoft Enterprise Agreement with En+.
Led the first Microsoft Enterprise Agreement Subscription with Rostec, following a two-year negotiation and demand aggregation across holding companies.

Earlier experience

Head of Partnerships — Russian Tibero distributor · 2014
Recruited and negotiated with resellers and systems integrators; signed 16 partners in two months.

Key Account Manager — I.T. Co. · June 2010–August 2012
Developed enterprise accounts for systems-integration, hardware and software solutions.

Implementation Specialist → Project Manager — Nicotech International · May 2007–September 2009
Delivered document-management, secured-printing, automated-capture and archiving projects. Managed customer requirements, technical specifications, presales support and project delivery.

Database Administrator — Chanel Russia · 2006–2007

Education

Master's degree — five-year Specialist program, Applied Mathematics and Informatics
Bashkir State University · 2001–2006

Machine Learning, Artificial Intelligence and Deep Learning
Moscow Institute of Physics and Technology · Continuing-education program, 2023–2024

Languages

English — C2; IELTS Academic 8.5, achieved in 2023
Russian — Native
Spanish — B1–B2