Frédéric Missirian
Account Executive
60 years old
Driving License
Marseille (13010) France
Professional Status
Employed
Open to opportunities
About Me
Committed for more than 20 years in the enterprise software markets, I have capitalized on a wide variety of business experiences and strong technological background.
In a highly competitive market, I offer this know-how for supporting ambitious business challenges to accelerate digital transformation.
Flexible in working with a variety of working styles, new situations, and team members, independent and rigorous, I especially like building relationship and raise new challenges
In a highly competitive market, I offer this know-how for supporting ambitious business challenges to accelerate digital transformation.
Flexible in working with a variety of working styles, new situations, and team members, independent and rigorous, I especially like building relationship and raise new challenges
Business Development
SATT Sud Est
Since February 2014
- Promoting know-how from public research laboratories to private domain in the field of Information Communication & Technologies (Smart Antennas, Big Data, IoT, Virtual Realty)
- Negotiation and signature of 9 licenses agreements
- Mobilisation of existing support to innovation : Competitive Cluster, Financial Institution BPI, VC, Accelerators
- Writing and presentation of investment projet to investment cçommitee
- Assist startup to raise funds : more than 1M€ for 2 startups
- Decision makers : CTO, CEO
Key Account Manager
VEDALIS
January 2013
to January 2014
Full-time
Aix-en-Proence
France
- Definition and Implementation of Go To Market Strategy for a Knowledge Management SaaS Platform
- Transformation of business opportunities (success rate 30%)
- Creation and management of alliance partners network
- Decision Makers: HR Manager, CTO
Head of Development
MG Associés
December 2011
to December 2012
Full-time
Marseille
France
- Co-Founder of a consulting company dedicated to sales performance management
- Provide services for IT SMB companies to acquire new markets in South-East region of France
- Revenue : €180,000
Account Exectutive
Business & Decison
February 2011
to November 2011
Full-time
Marseille
France
- Selling implementation Services for Business Intelligence, CRM and Digital transformation-
- Large Accounts, Mid-Caps, SMB and Regional authorities
- Decision makers: CIO, CFO
- Revenue: €800,000
Account Manager
Oracle France
June 2004
to January 2011
Full-time
La Garenne Colombes
France
- Selling complex solutions covering Applications and Core Technology
Revenue growth: €1,6 M to €4 M - Market sectors: Manufacturing, Retail, Distribution, Media, Energy, Transportation
- Upsell and new customer acquisition on sales territory, close coordination of multidisciplinary team’s work – Main achievement: Services €2M and Licenses €450,000
- Master agreements with large accounts – 500% of revenue growth in 3 years
- Transactional selling of business and technical expertise (30% of overall revenue)
Solution Architect
Oracle France
September 1990
to May 2004
Full-time
Aix en Provence
France
- Business Consulting and Technical Architecture – Business processes optimization of major international industrial groups (Procurement, Manufacturing and Supply Chain)
- ERP, CRM, Business Intelligence, Database Architecture implementation (more than 50 successful projects delivered – Distinction: Architect of Success in 1998)
- Pre-sales management for new customers acquisition – (Distinction: Golden Oracle in 1992)
- Contracting Authority Support and Project Management Support
-
Define and execute a territory and account plan
Advanced
-
Develop new markets and increase market share
Advanced
-
Expand the value inside accounts and win new customers
Advanced
-
Discover customer pains and business requirements
Advanced
-
Identify decision-making process
Advanced
-
Create value propositions
Advanced
-
Present and defend sales proposal
Advanced
-
Create and maintain trusted relationship with decision makers
Advanced
-
Align customer’s organization with company’s executive sponsors
Advanced
-
Manage negotiation process
Advanced
-
Handle customer satisfaction
Advanced
-
ERP
Oracle eBusiness Suite, Peoplesoft, JD EdwardsAdvanced
-
Business Intelligence
Oracle BI, Business Object, Tableau Software, QlikAdvanced
-
ETL : Oracle Data Integrator, Talend
Advanced
-
Middleware : SOA Suite, Web Logice
Advanced
-
Database : Oracle, MySQL, Postgres
Advanced
-
CPIM - Certified Production Inventory Management
Expert
-
APP - Accredited Purchasing Practitionner
Expert
-
Global approach for the management of manufacturing operations, from strategic and long term paln to the execution and delivery of associated goods and services
Advanced
-
Hire Engineers
Good
-
Follow professional and personal development
Good
-
French - mother tongue
Expert
-
Italian - basic knowledge
Intermediate
-
Armenian
Intermediate
Diploma of Higher Education Technical (approved on level II in France) in Computer Science
Conservatoire National des Arts & Métiers
June 1995
to June 1998
BTEC Higher National Diploma in Computer Science
IUT Informatique d'Aix en Provence
September 1987
to June 1990
CPIM program educates manufacturing professionals on essential terminology, concepts, and strategies related to demand management, procurement and supplier planning, material requirements planning, capacity requirements planning, sales and operations planning, master scheduling, performance measurements, supplier relationships, quality control, and continuous improvement.
Management of Supply Chain and Procurement
Manage all the sale cycle
Make the customer an acitve reference
Efficient and successfull prospection
Gain new market
Manage difficult relationshop
Gain in leadership and efficiency
Protect price and margin
Be able to close
Develop long term alliance
Make the customer an acitve reference
Efficient and successfull prospection
Gain new market
Manage difficult relationshop
Gain in leadership and efficiency
Protect price and margin
Be able to close
Develop long term alliance
- Treasurer of Lions Club Marseille Metropole
- Administrator of French Armenian Chamber of Commerce and Industry
- Member of Club Informatique Provence Méditerranée
- Tennis (30/3)
- Half-Marathon
- Guitar
