Sam Potnin
Commercial Lead / Enterprise Sales / Partnerships & Business Development
20 years in technology, including 16 years in commercial roles
Buenos Aires, Argentina / International / Remote
Profile
Sam connects technical capabilities with customer needs and commercial opportunities. His background spans enterprise software, cloud infrastructure, systems integration, and early-stage technology businesses.
At RND-PRO, he works alongside engineering and delivery teams to understand customer problems, shape commercially viable engagements, develop partnerships, and move opportunities from initial discovery through negotiation and delivery handoff. He combines experience navigating large organizations with the practical, hands-on approach needed to build a business from an early stage.
Expertise
- Enterprise sales
- Account development
- Customer discovery
- Opportunity qualification
- Business-case development
- Complex sales cycles
- Strategic accounts
- Executive relationships
- Commercial proposals
- Procurement
- Licensing
- Contract negotiation
- Territory planning
- Pipeline management
- Forecasting
- Partnerships
- Vendor ecosystems
- Reseller ecosystems
- Systems-integrator ecosystems
- Partner recruitment
- Joint account planning
- Co-selling
- Market development
- Offer positioning
- Go-to-market execution
- Vendor programs
- Incentives
- Joint marketing initiatives
- Commercial and technical coordination
- Requirements to proposals
- Aligning customers
- Partners
- Presales
- Delivery
- Legal
- Procurement
- Clarifying scope
- Responsibilities
- Expectations
- Commercial terms
- Customer discovery
- Maintaining continuity
- Project handoff
- Applied AI workflows
- Commercial workflows
- AI-assisted prospect research
- Account planning
- CRM workflows
- No-code
- Low-code
- Hands-on prototyping
- Cursor
- Codex
- Product testing
- Market hypotheses testing
Work Experience
Sam has worked on the vendor, integrator, reseller, and cloud-provider sides of the technology business, including roles at Oracle, Comparex, HPC HUB, and CloudDC. His customer experience spans manufacturing, natural resources, telecommunications, government, financial services, and retail.
At Oracle, he exceeded quota in multiple consecutive years and coordinated cross-functional deal teams of up to 20. At Comparex, he achieved approximately 150% of target, managed an annual portfolio of roughly $45 million, and won a separate $90 million multi-year Microsoft Enterprise Agreement with En+. His partnership-building experience includes signing 16 resellers and systems integrators in two months for a database vendor’s distributor.
More recently, Sam has worked with founders and technology companies on enterprise sales, partnerships, customer success, and commercial operations. Alongside this work, he builds practical internal tools and prototypes to improve execution and test new business ideas.
Education
- Applied Mathematics and Informatics — five-year Specialist degree / Bashkir State University
- Machine Learning, Artificial Intelligence and Deep Learning — continuing education / Moscow Institute of Physics and Technology