Jason Dixon
Clifton Beach,Australia
Summary
Leveraging my 20+ years in business, technology and law to lead multi-disciplinary teams creating high value, strategic partnerships utilizing technology to solve complex problems.
Overview
30
30
years of professional experience
1
1
Certification
Work History
Enterprise Sales Leader, Financial Services Industry, ANZ
Amazon Web Services
Melbourne, Sydney, Victoria
08.2023 - Current
- I lead two ICON accounts (banking) in ANZ with >US$150m and have direct responsibility for the sales teams, engineering, delivery, and partner teams
- I own account strategy and execution, pipeline creation and management, quotas, customer executive management, governance, partner management
- I build executive relationships, run governance processes, and engage AWS global executives as needed
- Developed and implemented strategies to improve team performance and productivity.
- Coached and mentored individuals on professional development goals.
- Managed a team of Account Managers responsible for maintaining relationships with client executive across multiple business units.
- Manage a team of 5 direct reports and a federated team of 15.
- Led sales planning, development and account management to grow existing accounts and establish new sales accounts.
- Developed and significantly grew assigned territory >20% within first year.
Leader, Strategic Customer Engagements, APAC
Amazon Web Services
Melbourne, Vic
08.2021 - 08.2023
- Strategic Customer Engagements is the team responsible for closing AWS’s most high value private pricing relationships across the globe
- As the A/NZ leader I am responsible for signings targets, team leadership, pipeline management processes, complex deal leadership
- Working with stakeholders across AWS and the customer, I lead a team higher complexity deals from strategy, technology solution, commercial structuring, negotiation and close.
- Closed long term, strategic sales processes with National Australia Bank (>$300m), Nine ($200m), Wesfarmers ($100m) all representing significant growth and inclusion of higher value AWS services.
Client Unit Leader – NAB Integrated Account
IBM
Melbourne, Vic
11.2020 - 08.2021
- Executive general manager responsible for integrating IBM’s global services and products into its strategic relationship with National Australia Bank, at >US$120m annually, IBM's largest in Asia Pacific.
- I collaborate with the team in developing account and sales strategies, managing revenue, profit and cost targets across business units, cultivating client relationships, ensuring service stability and developing new business opportunities, and managing IBM and customer stakeholders.
- I lead a team of 12 second line sales, consulting, support and delivery managers spread across IBM software, hardware and services businesses. My overall organisation exceeded 200.
- I manage internal and external governance processes and executive briefings, revenue forecasting
Sales Leader
IBM Global Technology Services, ASIA Pacific
Singapore
01.2018 - 01.2020
- As ASEAN sales leader for IBM global technology services I own sales metrics, signings targets, pipeline management, deal progression and escalations.
- Working with country sales teams I develop and implemented sales plans to achieve country specific sales metrics (signings, profit and cost).
- I coach country-based sales leaders and account teams on in-country pursuits so as develop/empower local teams.
- I provide oversight on sales and solution strategy and personally higher complexity negotiations and client executive sessions.
- Significant signings included strategic technology transactions with Singapore government, Singapore Stock Exchange, TMB (Thailand Bank), Bank of Philippines.
Senior Client Solutions Executive
IBM Global Technology Services, ASIA Pacific
Melbourne
07.2016 - 01.2018
- Executive deal maker and lead sales person on complex, strategic and high value (>$100m) technology transactions with global companies and government.
- I lead teams of specialist skills developing technology solutions to solve business problems from opportunity qualification to close, including financial metrics, customer executive and stakeholder relationships, and client satisfaction targets.
- I collaborate with IBM business units and cross-functional specialists, account teams and technical sellers across IBM to ensure mutually successful, long term relationships.
- Significant signings include a whole of government deal with Australian government and DTA, Department of Immigration, state government transport and police, Qantas and Telstra.
Director, Information Technology and Intellectual Property
Ash Street
Sydney
01.2014 - 01.2015
- A founding director, shareholder and head of the technology team in a newly formed consulting start up specializing in early-stage technology businesses.
- Involved in business from inception; corporate structure, funding, premises, branding and marketing, building teams, revenue targets and achievement, client satisfaction.
- Grew overall business to >$15m per annum with individual practice contribution of >$1.5m.
- Built and developed team of 6 in my practice area, built and maintained operating procedures, forecasting tools, marketing practices.
- I remain a shareholder and contributor.
General Counsel, Australia and New Zealand
IBM
Sydney
01.2011 - 01.2014
- Executive and General Counsel responsible for legal support across all IBM business lines in Australia and New Zealand.
- Managed a team of 5 second line managers leading a broader organisation of 50 attorneys, commercial negotiators and security investigators assigned to IBM business units and functions.
- Provided guidance to senior executives on risk exposure and mitigation strategies related to IBM's business operations across Australia and New Zealand.
- I personally lead IBM’s most strategic transactions with key public sector clients, particularly Defence and Home Affairs. I coordinated IBM's appearance in commissions of inquiry into Qld Health and Census projects.
- As a member of IBM Australia's board and company secretary I coordinated meetings of the Executive Board, including agenda setting, scheduling, documentation preparation and follow-up tasks.
- Key outcome; transformation of IBM's legal function, key signings with Defence, Home Affairs and two Australian banks driving <$2billion in signings, settlement of two highly public disputes in public sector.
Legal Roles
IBM (Aus & UK), Unisys (Aus),CSC (UK), Baker McKenzie (UK), Minters (Aus), Allens (Aus).
Melbourne, Australia & UK
01.2000 - 01.2011
- Corporate legal roles in IBM, Unisys and CSC in Australia and Europe specialising in complex technology transactions.
- General Counsel at Unisys, managing small legal and commercial teams, leading complex transactions, executive management.
- Lawyer in tier one law firms, such as Baker McKenzie, Allens, and Australian firms in Minter Ellison, from trainee to senior associate. Rotations through litigation, corporate, tax, commercial.
- Specialising in technology transactions with large suppliers and customers, across industry, across all areas of technology; outsourcing, consulting, hardware, software.
Police Officer, Qld Police, AFP
Queensland Police, Australian Federal Police
Brisbane, Canberra, Queensland And Australian Capital Territory
01.1994 - 11.1999
- Qld Police: various roles but primarily Special Emergency Response Team, Witness Protection and mobile patrols.
- Australian Federal Police: uniform police officer in mobile patrols.
Education
Bachelor of Laws, Bachelor of Arts in Justice Administration - Law, Justice Administration
Queensland University of Technology
Brisbane04-1999
Master of IT -
Southern Cross University
Skills
- Value creation
- Strategic Planning and execution
- Simplifying the complex
- Communication
- Leadership
- Business Acumen
- Negotiation
Significant Outcomes
- Creating a 3 pillar growth strategy for a AWS’ largest banking account in APJ resulting in ~20% revenue growth and increased customer value.
- Key contributor to the mission statement and operating principles for AWS A/NZs newly created financial services industry vertical.
- Managing the creation of an executive briefing week for a major bank’s entire executive leadership team that lead to AWS’s primary role in the bank’s data/AI strategy.
- Closing a 7-year strategic pricing agreement between AWS and a major Australian bank.
- Leading a 5 year strategic pricing agreement between AWS and Australia’s largest conglomerates and its 10 subsidiaries.
- Leading an IBM deal team on a technical separation, transformation, and managed cloud opportunity with one of Australia’s largest wealth management businesses.
- Leading a global IBM team on a multiyear application, infrastructure transformation (cloud, digital platform management, security SOC) deal with a global insurer (Asia Pacific, Europe, North America).
- At IBM developing an infrastructure platform modernization deal with a Thailand bank.
- Leading an infrastructure, data center, network, end user compute, hybrid cloud management and agile squads for product development deal with a top 4 Philippine bank (IBM’s largest ASEAN banking client).
- Leading a new logo, 10-year infrastructure modernization and managed services (cloud and on premise) and application and business process transformation across SDP and OSS with Philippines largest telecommunications provider.
- An infrastructure transformation and management (DC, compute, storage, network, service desk, application infrastructure) deal for IBM with Australia’s national airline.
- Leading the technology services scope of a “whole of government” software, infrastructure and services deal for IBM with Australia’s department of Home Affairs.
- A digital transformation program with Australia’s largest telecommunications provider.
Training
- AWS Cloud technical and financial training modules (AWS Cloud Practitioner, Cloud Business Fundamentals, Cloud Economics, migrations and modernization).
- Leading Major Client Partnerships – a 12-month program of learning labs and residential schools in Singapore and Fontainebleau in France by IBM in partnership with the INSEAD. Course outcomes: creating, valuing, negotiating and closing high value, strategic partnerships.
- IBM Executive Aspire Program - New York – IBM’s residential education program for new IBM executives.
- IBM Professional Sellers Certifications Level 1,2 & 3 – IBM’s professional seller certifications over 3 years.
- IBM technical certifications - in cloud, security, digital transformation and IBM software.
- Australian Institute of Company Directors – a 6 month program of lectures and practical training for new company directors
- Adhoc training – over 10 years of training in legal, financial, deal structuring, negotiation and client relationship management
Certification
- Global Deal, Leading Major Client Partnerships, INSEAD, 12 month program in Singapore and France focusing on value creation, financial management, leadership and negotiation.
- IBM Professional Sellers certifications, level 1 - 3.
- Australian Institute of Company Directors, graduate member having completed 5 day directors course.
Timeline
Enterprise Sales Leader, Financial Services Industry, ANZ
Amazon Web Services
08.2023 - Current
Leader, Strategic Customer Engagements, APAC
Amazon Web Services
08.2021 - 08.2023
Client Unit Leader – NAB Integrated Account
IBM
11.2020 - 08.2021
Sales Leader
IBM Global Technology Services, ASIA Pacific
01.2018 - 01.2020
Senior Client Solutions Executive
IBM Global Technology Services, ASIA Pacific
07.2016 - 01.2018
Director, Information Technology and Intellectual Property
Ash Street
01.2014 - 01.2015
General Counsel, Australia and New Zealand
IBM
01.2011 - 01.2014
Legal Roles
IBM (Aus & UK), Unisys (Aus),CSC (UK), Baker McKenzie (UK), Minters (Aus), Allens (Aus).
01.2000 - 01.2011
Police Officer, Qld Police, AFP
Queensland Police, Australian Federal Police
01.1994 - 11.1999
Bachelor of Laws, Bachelor of Arts in Justice Administration - Law, Justice Administration
Queensland University of Technology
Master of IT -
Southern Cross University
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