PATRICK MOISSON

EDUCATION

MBA in International MarketingHeriot – Watt University

2000 Scotland

Bachelor of Sciences in EconomicsSt-Petersburg - ENGECON University

1990-1992 Russia

+33 6 11 28 08 35 pat.moisson@gmail.com

Mont-Valérien 92 46 years

Married, 1 child (20y)

MOST PROUD OF

Growth and sustainability at WiproDespite the hard moments, I grew the business by 18% (from 122Mn$ to 144Mn$ revenus) and lowered the attrition to 7%

Persistance and persuasionI accepted a challenge at IBM by taking PSA as an account while for the last 5 years before me nobody could sell 1$ of services there and achieved 5Mn$ (500K$ then 1.5Mn$ then 3Mn$) while my target was 2Mn$

Courage in a new hostile marketI helped establishing a company with 60K$ capital in Russia in 1992 and to grow it up to 9Mn$ revenues per annum

COMPUTER SKILLS

• Program and Project Management « Earned Value » methodology • Word, Excel, PowerPoint, Access, MS Project • ARIS: for SAP (Business Process and Redocumentation) • SAP Functionnal Skills/Modules: • Sales and Distribution «SD» • Project System «PS» • Customer Services «CS» • Plant Maintenance «PM» • ASAP and Activate methodologies

PROFILE

• Head of SAP Practice in Continental Europe with over twenty years of experience delivering major and global bids at market-leading consultancies whilst managing global (pan-European, North American and Indian/offshore) presales and delivery teams • Served variety of manufacturing entities by performing processes reengineering, organizational transformation projects and cost optimization projects • Acquired excellent interpersonal, communication, and leadership skills as well as solid experience in staff management supervision and motivation, P&L management and budget controlling. • A multitask problem solver who works and delivers even under pressure, tight deadlines and fast paced environments • Upholds teamwork, ethics and integrity with a collaborative management style able to engage stakeholder’s at all organizational levels and across global geographies

STRENGTHS

Motivator Leader Excellent Interpersonal communications skills‘C-level’ Persuasive and Hardworking Client Business Focused Practice and P&L Management Resources Management Delivery Excellence

A WEEK OF MY LIFE

Day 1 : Waldorf SAP SE Steering Committee for the ongoing delivery that we do for them as well as some alliance discussions

Day 2 & 3 : Helsinki Steering Committee at KONE and OUTOKUMPU as well as some orals

Day 4 : Zurich Steering Committee at ABB and presales activities as well

Day 5 : Toulouse Steering Committee at AIRBUS

LANGUAGES

English

French

Russian

Arabic

German

LIFE PHILOSOPHY

« Nothing great in the world has ever been accomplished without passion »

Hegel

INTERESTS

PROFESSIONAL EXPERIENCE

HEAD OF SAP PRACTICE FOR CONTINENTAL EUROPEWIPRO

2014 - Present

• Develop new and existing executive relationships to create business pipeline • Drive and deliver sales revenue targets and profitable growth through team based selling

and execute Wipro sales strategy for the portfolio of each SBU’s (MFG, HLS, ENU, BFSI, GMT, RCTG) • Support qualification of initial leads and determine appropriate bid team • Oversee Account Executive teams to deliver E2E value to Wipro and its clients • Oversee successful delivery of the contracts and sourcing the delivery • Lead and support complex and outside the norm client bid opportunities - leading to gets edge over other

SIs as their preferred partner with the most cost effective solutions • Responsible and accountable for SAP services revenues and orders, by architecting revenue streams for short-medium-long term growth • Ensure, enable and drive sales process compliance, competency development with allied teams cross services lines • Provide oversight, mentoring and development for a team of presales (7), solution architects (5), bid architects (5) and domain specialists who reside in the portfolio, including taking

an active role in career and performance

Objective: Managing the SAP Practice in Continental Europe Continental Europe

MANUFACTURING SAP SOLUTION DIRECTORHCL-AXON

2012 - 2013

• Developed new and existing Executive relationships to create business pipeline • Delivered sales revenue targets through team based selling • Supported SAP qualification leads and determined appropriate bid team • Owned SAP bid lifecycle for smaller bids whilst contributing to larger bids • Analysed the market and defined the development strategy for the Manufacturing Vertical in continental Europe • Acquired new named accounts and strategic plan to drive growth by building solutions, won proposals and ensured engagement initiation in new accounts • Led and supported SAP complex and outside the norm customer bid and ITT responses – that resulted that the client chooses HCL as their preferred partner • �Participated to the initial SAP project delivery team in order to architect the designed solution, de-risk and ensured projects are successfully delivered • Mentored and evaluated subordinates to help them in their career development

Objective: Managed SAP Solutions sale of strategically important deals for the Manufacturing Vertical.

Continental Europe

France

SAP BID MANAGER AND SENIOR PROGRAM MANAGER WIPRO

2010 - 2011

• �Owned and delivered during 9 months customer-focused SAP proposals (20Mn€) • Led and managed the overall SAP proposal effort including bid planning, writing executive summary and pieces of the proposal, organizing bid defense, sales strategy

development and tasks delegation • Analysed prospective customer’s key issues and then craft compelling written strategies to overcome these issues • Translated proposal-specific win strategies and value proposition content into compelling transformational proposal documents • Wrote the SoW to reflect the won proposal in it and get it signed and implemented

Program: Areva Leader in Nuclear sector, an SAP R/3 full scope with 3 parties’ players in France, Germany, US, Kazakhstan, Brazil… From August 2010 to June 2011

• �Managed and coordinated the SAP Program by working closely with the CIO, Program Sponsor, Project Managers, stakeholders to ensure communication around program requirements and aligned all of those players to achieve program objectives

• � Owned the overall SAP program P&L 35Mn€ and interacted extensively with SAP Project Managers and cross-functional teams for requirements and changes, by highlighting the risks/escalations at a program level, to help executive committees on decisions taking

From April 2011 till November 2011

122132

133144

154

SAP ASSOCIATE PARTNER INDUSTRIAL SECTOR IBM

2007 - 2010Director of SAP Practice Lyon Activities � • Managed and hired resources to increase the SAP Practice capabilities • Developed SAP business by building relationships with all regional customers • Interacted and established common Account Plan with SAP AG for the region Presales Activities : • �Led the SAP solution selling for strategically important deals in the industrial sector and delivered sales revenue targets • Owned complete SAP bid lifecycle qualification, vision, bid management, content preparation, quality assurance, oral presentation, commercial relationship and closure • Ensured that sold SAP projects are successfully delivered, by participating to my projects steering committees and managed at least the most important ones depending on the

phase of the project • Participated to the execution of SAP business development strategies and initiatives, by creating own partner relationships with dedicated client management and executives • Achievements : 3 SAP Bids Won (Won : PSA(2) and Schneider), 2 SAP Bids Lost: BioMérieux, Messier Dowty after being short listed against same competitor each time) Project : Schneider Electric CRM Sales and Services with a SAP R/3 full scope with a 3 parties players (IBM- Wipro–CAP) (23 EU Countries) • �Participated to the whole SAP presales life cycle and signed a 50Mn€ contract • Launched the project in order and defined the roles between the incumbent (CAP) and 2 new integrators (IBM and Wipro) to de-risk the project • Played the role of SAP Global Anticipation and Integration Lead to work with Schneider senior management in organizing the rollout of the 23 European projects following the 2009

to 2013 roadmap and to be aligned with the 3 others Schneider Geographies (North America and Asia Pacific) Project : NextiraOne, Implementation of CRM Sales and Services with a SAP R/3 full scope (17 European countries) • Managed and hired resources to increase the SAP Practice capabilities • Led a team of: 6 SAP team leaders, 50 SAP functional consultants (internal, subcontractors and freelancers) and 20 technical consultants (externals on site and in India) for a

multiple countries solution (first roll-out France and Germany and then the 15 others) • Applied strict SAP program controlling and managed the program P&L 16Mn€ and reported SAP program KPIs and milestones to the Steering Committee • Managed the SAP plan for the realisation phase, unit and integration testing, migration plan, change management, cut-over plan and Go-Live preparation Project : PSA, SAP Upgrade • � Owned complete bid lifecycle qualification, vision, bid management, content preparation, oral presentation, logistical relationship and closure of a 4Mn€ contract Project : PSA, business process reengineering and BluePrint phase to harmonize Logistical processes in all PSA subsidiaries �• Achievements : sold and delivered two projects based on Aris / SAP - Solution Manager Approach and Methodology. Contract of 1Mn€, knowing that for the last 5 years IBM never could close any consulting SAP contract at PSA

France

SAP SENIOR CONSULTANT ALCATEL

2002Achievements: implemented new standard sales processes in European branches of Alcatel •� 1st Project: ISIS Russia - Organised the structure of the SAP Customer Services of ALCATEL in Russia- Optimised SAP processes from the service sales order till the billing �• 2nd Project: Blue Planet (Scope: Germany, France, Italy, Spain and Belgium)- Participated in the design of ALCATEL new processes for Supply Chain Management in SAP- Matched between the new defined processes and SAP- Prepared the change management documents - Executed Unit and integration tests, Data Migration, and trained Key-Users- Realized Cut-over plan, and supported Go-Live...

SAP PROJECT MANAGER AND SAP SENIOR CONSULTANTIDS SCHEER

2005 - 2007Presales Activities: • �Led the Preconfigured SAP solution selling for Capital Goods, Pharmaceutical and

Automotive deals with the team of French, German and Slovakian Consultants Project : Aptar Group, AS IS analysis and potential improvements findings • �Managed 18 SAP Functional consultants in the AS-IS phase to analyse the 5 different

SAP AS-IS processes of Aptar group (Valois, Emsar, Pfeifer, SPD and SPC) • Proposed and implemented potential SAP improvements by harmonising/ standardising

of processes based on a common SAP solution approved by the Steering Committee Project : Linde Gas, SAP Rollout of a SAP Core Model in France, Check Republic and Slovakia • Managed a team of 7 SAP consultants and 20 SAP Key-Users for the French SAP

Rollout from the Gap Analysis to the Go-Live • Used SAP Change Control techniques to manage project scope with exceptional skills at

closing open issues, and identified, prioritised, escalated, and resolved risks and issues • Planned and supervised SAP: data migration, process and functional design,

requirements for business solution activities Project : Stanley UK, Implementation of SAP Aris Smart Path (Preconfigured solution of IDS-

SCHEER) • �Created and managed the SAP plan for the realisation phase, unit and integration

testing, migration plan, change management, cut-over plan and Go-Live preparation (6 Functional and 3 Technical Consultants)

Project : Lhoist, Change Management Strategy definition • Planned and managed the new strategy for the change management in a post-

production phase of SAP Core Model System Project : Damart France, Belgium and UK, Presales and PreStudy for an SAP Apparel and Footwear solution (AFS) in cooperation with SAP France • Managed the team of 6 SAP consultants to prepare and realise of the presales

workshops � Prepared the SAP Quality assurance plan, identified the deliverables associated and the SAP project planning

• Agreed with the Steering Committee about the SAP project KPI for the follow-up of the planning, budget and cost

Project : D8, Implementation of SAP Aris Smart Path (Preconfigured solution of IDS-SCHEER) • Analysed Gaps between the SAP preconfigured solution for the CS module, • Designed the new SAP business process in Aris Tool, and wrote the BluePrint Internal Project : European preconfigured SAP solution modelled on Aris for France, Check Republic, Slovakia, Germany, Russia, Belgium, Nederland’s, Switzerland, Poland ... • �Led the French SAP Consultants team to put in place SAP best practices and Baseline

by industry (Capital Goods, Pharmaceutical, Automotive…) • Created with 3 SAP consultants a new implementation methodology in Aris tool

France, Belgium, Germany, Italy, United Kingdom, USA and Slovakia

SAP PROJECT MANAGER SAP ANDSENIOR CONSULTANTALTI

2003 - 2005Project: Valois, SAP Plant Maintenance implementation • Analysed needs and prepared SAP technical and functional requirements • Reviewed, designed and implemented the whole SAP plant maintenance processes:

customized the Master Data, PM Orders and Notifications • Executed Unit and Integration tests, Data Migration, trained Key-users, realized Cut-over

plan, and supported Go-Live... Project: TOTAL, logistics cost optimisation on SAP • Managed client team to redesign business systems and processes: planning, and

reporting to Executive Management • Subsequently SAP project managing the oversight of a complete overhaul of the oil

deliveries cost optimisation • Ensured that appropriate solutions are developed and implemented Project: Solios, export strategy on SAP • Reviewed, designed and implemented a new selling SAP pricing structure, which enabled

Solios to identify cost of export expeditions (transport and packaging) from the sales prices for each business partner in each country

• Reorganised the SAP customer service administration and processes. Project: LYDEC - Suez Group, business development • Identified SAP gaps, weaknesses and strengths in their strategic, project and operational

management process • Participated in definition of a strategic reviews of a 3 years Business Plan Project BNP Paribas: real estate strategy • Delivered advisory services to BNP Real Estate SAP Project Management � • Renovated SAP internal processes by ensuring continuity of business • Designed and implemented SAP new organisation structures, roles and communication

approaches

France, Morocco

REGIONAL EXPORT MANAGERSABIL

1997Achievements: increased gross margin by 46% and market share from 3% to 7% depending on countries. • Developed and implemented a country by country marketing plan that concluded to

a 40% increase in order intake • Reviewed the Middle East sales network by using a strategic selling approach to

identify, target and penetrate potential clients • Eliminated loss-making and overhead reductions with a strong emphasis on

customers satisfaction • Managed 5 regional sales and marketing staff in several countries that ensured the

overall satisfaction and profitability of each client account

Lebanon, Middle East

SALES MANAGERBALTIC SIBERIAN FOOD

1993 - 1996Achievements: increased sales from 4.5 Mn$ pa in 93 to 9 Mn$ pa in 96 �• Developed and implemented a three-year strategic plan • Returned Baltic and Siberian Food to profitability via a programme of concentration on core business (FMCG) • Imported from Europe and Middle East FMCG and promoted those new brands on the Russian market in a hostile economic environment• Coached, mentored and motivated 20 salesmen operating on 150 key accounts and about 1000 customers and major contract negotiations

Russia

VICE SALES DIRECTORHOLCIM

1998 - 2000Achievements: increased the key accounts customers from 20 to 150 • Reviewed all sales activity and identified the market matrix • Performed marketing research and competitors performance analysis • Audited and co-ordinated marketing, statistical procedures and reporting • Transformed the future sales administration department by implementing SAP

Lebanon

SAP CONSULTANTHOLCIM

2000 - 2001Achievements: implemented a new sales organisation and increased the EBITDA due to cost reduction from 12,9% to 8,9% of the turnover • Identified and adapted HOLCIM France and Belgium branches by benchmarking

with HOLCIM Spanish and Swiss best practices • Provided a feasibility study on introducing a new sales organisation in SAP • Analysed needs and prepared technical and functional requirements in SAP • Designed and implemented in SAP a complete process, from sales order to billing

and a completely new sales pricing structure

France, Belgium, Spain and Netherlands

France, Russia, Germany, Italy, Spain and Belgium