Adam Tangun

Gemalto was born of the merger of Axalto an Gemplus, thus creating a champion with more than 50% market share for smart cards. 2006 revenue pro forma was 1.8 BEur ; 10,000 people

(July 2006 - today) VP for Marketing & Sales Support Europe – Africa - Latam, Public Sector, GEMALTO HQ

- Responsible for public sector products & solutions for the region: market analysis, driving of commercial strategy and lobbying as well as product strategy, preparation of 3 year marketing plans, training of sales teams, coordination of tender responses, management of communications (press, industry shows & events, etc.)
- Support: technical qualification of partners and subcontractors, technical lobbying, executive level technical/strategy briefs, answering complex tenders on both commercial & high level technical aspects, presentation to ministry hearings
- Financial follow-up: sets and follows up commercial objectives, assures P&L follow up of projects, CRM based analysis & consolidation of short and long term financial forecasts, follow up and reporting of deliveries
- Management of a team of 4: field marketing, market analyst, MarCom
Accomplishments:
- Exceeded H1’07 revenue & margin objectives by respectively 20% and 9% (target revenue ~50M€ ; FY ~90M€)
- Exceeded H2’06 revenue & margin objectives by respectively 10% and 12% (actual revenue ~50M€ ; FY ~80M€)
- Captured the two largest and most profitable project in company history: 50M€+ revenue / 4y ; 37M€+ revenue / 6y
- Penetrated 2 key accounts which are “early adopters” of the upcoming EU standards for driving licenses
- Captured 3 new accounts and one which was previously lost: in total ~25M€ revenue / 4y
- Identification and addressing of a Sales Funnel in excess of 500M€ / 3y

Axalto is the spin off of Schlumberger Smart Cards

- Management (definition, development, launch) of a portfolio of smart card products and solutions destined to the public sector (health, national identity, electronic travel documents, PKI gvt badges, etc.)
- Direct responsibility for the P&L of the ID segment (direct costs, process, pricing)
- Definition and implementation of the marketing & sales strategy for 3 regions (NAM, EMEA, ASA)
- Management of a team of 4 product managers ; training & support of worldwide sales force 50p
Accomplishments:
- Projects won with the “ICitizen” product range: Belgium, India, Portugal, Qatar (ID cards), US (PKI badge & e-Passport), Russia, Czech Rep., France, Portugal (e-Passport & e-Visa), Algeria, France “Vitale2” (Healthcare)
- Turnover tripled from 13M€ to more than 40M€ between 2004 to 2006
- Captured 200 M€ worth of contracts (to be realized within 3 to 10 years) thanks to 4 product launch campaigns
- Market share and profitability increase in an extremely competitive environment; implementation of a cost cutting pgr
- Conquest and loyalty of several key accounts and maintenance of exclusivity for the period
- Established the Axalto brand with a strong MarCom plan (hosted 2 events, invited a speaker in 8 events, launched 7 PRs, etc.) ; International trophy of “SESAM 2004” for the best e-Passport application;

Schlumberger Smart card division (later spun off as Axalto and merged with Gemplus to create Gemalto)

Business Development Mgr for new segments, EMEA
- Penetration of new key accounts in France, Spain, & the BeneLux

- Management of complex tenders in the UAE, Oman, Turquie, South Africa, & Italy

- Lobbying and development of a partners network (Local integrators, distributors, agents) & EC / DGTREN

- Project follow-up and management of two technical support engineers

Accomplishments:
- Ensured strong revenue growth: from 1 to 7M€ thanks to the conquest of new clients in emerging segments

- Negotiation & signature of 40 M€ worth of new contracts (turnover to be realized in 1 to 5 years)

- Sales of the most profitable product range in the identity segment

- Implementation of an indirect sales network of 10 partners in 4 countries

- Implemented a tender management process to shorten response time by 30%

Philips DTV Receivers – Worldwide N°2 of digital TV terminals, Subsidiary of Philips Consumer Electronics, 300 M€ annual turnover, 150 people

Software Development, Testing & Validation and later Project Manager for New Products
- Software development, Integration, Testing & Validation, Project Mgt in the pioneering context of Philips Technical Labs (C and Java language for Codec,Demux,Demod,CAM modules)
- Coordination with integration, test et validation teams, software architects and hardware teams
- Management of international projects: Ireland, India, the Netherlands, Belgium

Accomplishments:
- Ascension of the used encoding system to the status of technical benchmark (CAS CryptoWorks vs. ViaAccess & MediaGuard)
- Supported marketing groups in writing technical sales material
- Successful knowledge & experience transfer to Indian and Irish teams ; CMM level 2 certification
- Immediate commercial success of the TNT satellite system : UK, Malaysia, USA, & France (launch: Sept. 1996)