JC RAYNON
Director, Strategic Accounts, SCM Microsystems
Possess a broad range of professional experience in all aspects of marketing, business development, product management, and project management. Achievements include progressive growth and success in small and medium public organizations focused on developing security products for targeting markets. Possess a proven ability to manage domestic and international resources, projects, manufacturing and logistics to achieve targeted revenue and goals.
2 contactsA multi-national, publicly owned company, that develops, manufactures, and markets digital access semiconductor systems for network security, e-commerce, and broadband applications.
Director, Strategic Accounts (October 2005 to present)
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Responsible for managing strategic accounts and developing relationship with key players in physical access to grow market share and revenue.
Director, Product Marketing (till September 2005)
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Responsible for designing and implementing product strategy to drive revenue and profitability in top-tier OEM customers in government, financial and enterprise.
Product Management
· Responsible for initial product roadmap, PRD, sales collaterals, and price list. Perform competitive analysis on relevant products.
· Specified and introduced a new line of smart card readers based on custom ASIC that allowed SCM to secure a leading position. Increased revenue from $0 to $36M and achieved gross profit margins of 40%.
· Identified new market opportunity in physical access and defined new product line accordingly. Already a few installations (DHS, Hawaii, Air Force)
· Effectively coordinate product development between engineering (India, France), manufacturing (Singapore) and operation (Germany)
· Assisted Executive Team in making decision in 2-Tel acquisition (product portfolio and roadmap analysis, technical audit)
Business Development
· Evangelize solutions and collect requirements with key customers and partners (Northrop Grumman, Maximus, BearingPoint, EDS, ActivCard, Axalto, Schlumberger, Lenel, Hirsch, …)
· Instrumental in winning American Express, the largest smart card implementation project in the US in 1999, followed by Citi Bank in 2001 and the US Department of Defense (almost 2M readers shipped to date)
· Play a key role in winning RSA, one of the largest security companies in the world (joint sales call, technical proposal, quotation, contract review)
· Support worldwide sales team with joint sales calls, definition of customer requirements, proposal generation and custom designed presentations and sales collateral.
· Represent SCM at industry organizations including Smart Card Alliance, PC/SC, USB IF, FINREAD and TrustedPC. Speaker at international events (IT Asia’02, Cartes’03, CT/ST’03)
1996 - 1999A multi-national, publicly owned company, that develops, manufactures, and markets digital access semiconductor systems for network security, e-commerce, and broadband applications.
World Wide Application Manager (January 1998 to January 1999)
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Responsible for supporting world wide sales team and insure customer satisfaction.
· Delivered technical training and briefings to Asian, US and European Sales team.
· Coordinated the management and execution of all majors development projects in Germany and France
· Performed business development in conjunction with local sales forces to win contracts with key smart card manufacturers including Schlumberger, Gemplus, De La Rue, Bull and Hitachi.
· Managed projects with key customers including Microsoft, SUN, Motorola and Intel.
Product Development Manager (May 1996 to December 1997)
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Responsible for the development of all smart card interface devices targeted at the PC security and electronic commerce markets.
· Developed firmware for a PCMCIA smart card reader compliant with multiple protocols and standards.
· Coordinated the specification definition, development and production of a new product line based on several interfaces and customer requirements.
1992 - 1996A privately owned company, that develops, manufactures, and markets smart card based payment system.
Responsible for the development of smart card based solutions
· Completed the design of a portable smart card reader integrating RF data communication for Gemplus.
· Created a contactless payment system based on infrared communication
This product was awarded a “Best Innovation” trophy at CARTES’94
· European project DRIVE II / GAUDI (Electronic purse system for public transportation). Workgroup formed by Thomson, Gemplus, CSEE, Syseca, Setec, Topcard companies
1990 - 1991A privately owned company, that develops, manufactures, and markets smart card based solutions.
Designed and developed smart card based payment systems. These products were preliminary used for the “City Card” project of the city of Vitrolles, France.