+ 21 Years solid background in High Tech market business solutions development (Software and Professional services) including the big deals and the global deals in the FSI account Spécialités : Sales portfolio Management / Optimization Team Coaching using "Target Account Selling" and "Solution Selling" methodologies CRM Sales expertise to global organizations

Account Manager-Specialist Workload @ From October 2015 to Present (3 months) Paris Area, FranceKey Account Manager @ Automic Software help companies automate and optimize the performance of their business systems across their Solutions : Dollar Universe / Sysload / Sreamcore / 1 Automation / ARA / ASC / ASO. I'm in charge of the global account (Corporate and branch) in the global portfolio. From November 2013 to September 2015 (1 year 11 months) Paris Area, FranceKey Account Manager FSI @ The Ipanema System enables any large enterprise to have full control and optimization of their global networks; private cloud, public cloud or both. It unifies performance across disparate networks. It dynamically adapts to whatever is happening in the networks and guarantees constant control of critical applications. I'm in charge of the global Account in FSI (Corporate and Branch) : BNPP, AXA, i-BP/GCE… I had signed for exemple the global network project in Axa Tech, timing :12 months, level : CIO Axa Tech South Europe From April 2011 to October 2013 (2 years 7 months) Paris Area, FranceGlobal Account Manager FSI @ Metrixware is a software company specializing in the areas of Application Portfolio Management and IT Governance. My role within Metrixware is to develop new business opportunities in Banking and Finance. I'm in charge of the global accounts in FSI (Corporate and Branch) We signed in 2010 a large qualimetric deal in BNL (Retail Italia BNPP) : Timing 9 months, 550 K€ (80% software, 20% services), level : CXO From May 2009 to April 2011 (2 years) Business Development Manager FSI @ 2 Years in Assima a software editor of clone and simulation application for training I'm in charge of all Finance Accounts in France and Belgium. Global deals, and Segment deals We work not only on progiciel deployment (SAP/Oracle/BO...), but also on specific applications From January 2007 to May 2009 (2 years 5 months) Senior Sales Executive FSI @ 3 years on strategic Accounts FSI (AXA, Crédit Agricole, Crédit Mutuel...) Business plan elaboration and international reporting Marketing of new markets dedicated business solutions High level Power Sponsors access and negociation skills (global deals like Axa World Wide in 13 country's) From September 2003 to December 2006 (3 years 4 months) Account Manager @ Account Manager « Applications Response Time » and « Groupware » in Candle (IBM), editor of supervision solutions. (CA 2000 : 2 Mds Francs) Candle is the worldwide leader for mainframe and distributed supervision solutions. The Groupware entity represent 5 MF in Candle France on all types of large accounts. It consists in administrating Notes servers of computer units. A new set of products, « ART », has been launched in 98, consisting in measuring the performance of applications running with clients under OS 32 bits with two or three level architecture. This applications can be software packages or specific applications as well as internet/intranet/extranet networked applications. I'm in charge of both activities for sales issues but also for the coordination towards large accounts. My Quota in Year 2001 was 6 MF, I reached 97%. From September 1999 to June 2003 (3 years 10 months) Account Manager @ + 5 years of succes on the business in Industry, Finance Accounts High level Power Sponsors access and negociation skills Quota 1998 :10 MF Achievment :13 MF Quota 1999 :10 MF Achievment :11 MF From July 1994 to July 1999 (5 years 1 month)

ESG, Marketing/Commerce @ Ecole supérieure de Gestion From 1991 to 1994 Ecole supérieure de Gestion Fabrice MICLO is skilled in: Solution Selling, SaaS, Enterprise Software, Cloud Computing, Pre-sales, Business Alliances, Channel, Professional Services, Account Management, New Business Development, Direct Sales, Salesforce.com, Sales Process, Go-to-market Strategy, Sales Enablement