Adam Dawe Email & Phone Number

Canberra, Act, Au

Santa Clara, Ca, Us

Public Sector account manager focused on helping clients achieve business value by deploying their solutions effectively

Canberra City, Act, Au

I have joined the GRIFFIN Accelerator program as a mentor for the 2024 cohort. It is a short intensive program that gets startups moving fast and achieving business success. It matches seasoned entrepreneurs and investors who have a proven ability to generate growth and startup business success, and who have effective networks with customers, partners, funding bodies and investors.

San Mateo, California, Us

In a dual role with responsibility of leading a team of 20+ Customer Success and Professional Services team across Asia Pacific & Japan, including direct reports and FLMs.Comfortable in player/coach role and the need to be flexible. Experienced in working with both vendor and partner models based on customer / region requirements.Sales and delivery responsibility for solutions across Data Integration and Governance delivering transformational outcomes to 100+ customers in past 3 years. Consistently exceeded P&L and sales targets and delivered on aggressive NRR targets for the Customer Success team for the same period.Highlights include:- Implemented a white-glove CSM subscription service, grew from 0 to 75 clients in 3 years, adding significant addition ARR to the region.- Led the team that grew the install base by 2X for CSM managed enterprise accounts across all three regions: ANZ, Asia and Japan.- Building and Delivering on several high value success plans as an IC in the CSM role from onboarding, business value assessments, QBRs with focus on ensuring quality renewals and upsells.- Secured 25 new corporate logos across the region.- In 2023 led the consulting services team that successfully delivered a number of significant data governance and data integration projects of more than 12 months duration including a significant banking regulatory data management system with a global system integrator, which enabled streamlining compliance reporting capabilities for the local banking system and a Peoplesoft to SAP HR system re-platforming for a global banking client in Singapore.- Secured 10 global case studies from key customers across Banking, Government, Insurance, Oil & Gas, Telco, Healthcare & Education industries.- Consistently rated as one of the highest managers in quarterly employee surveys across the company.- Achieved Top Performing Manager by sales achievement at the annual sales conference 3 years in a row.

San Mateo, California, Us

Responsibility for ASEAN region consulting sales, training and delivery in addition to the APAC region as this was a new team structure and was required to be an individual contributor to build out the business before hiring a local practice manager in 2021.

Armonk, New York, Ny, Us

Leading technical teams in 4 geographies (100+ resources) across Asia Pacific to help drive clients to get better value from their software investment. Working with newly created CSM teams to understand industry trends and solutions that IBM can assist clients in deploying.Using emerging technologies and methodologies like Design Thinking and DevOps to bridge the discussion from an IT only to a business-driven outcome instead.Focused on opportunities to migrate from on prem to cloud solutions utilising internal as well as partner and system integrator resources which enabled clients to maximise their software spend with IBM. No direct reports in this role, this was an individual contributor/influencing role working with internal resources/ actual customer teams and partners/SIs active in designing and delivering software projects.Recognised client cost savings of: $5m in 2016, $7m in 2017, $8m in 2018, $10m in 2019

Armonk, New York, Ny, Us

Inaugural Asia Pacific leader for the rollout of IBMs Software Asset Management program ( IASP ) an alternative to traditional software license verification audits. Key responsibilities:- Identify top 50 clients in each region with the software compliance sales reps as suitable candidates ( upcoming large renewals, M&A customers with several acquisition products, divested government agencies, clients who haven't been audited in 3+ years )- Present to the customers IT & Procurement leadership their current state and future benefits / cost savings of the program. - Work with preferred IASP partner who would conduct usual compliance audit proposal- Assist client in signing up to the program via the preferred partner which then provides customer protection from any potential IBM initiated software audit- After signing up its "Business as usual" with software deployment focus to drive value from software ELA.Under the Program terms, clients who contract with an IBM Authorized SAM Provider are permitted to independently report their use of IBM software and will be exempt from audits for as long as they are an active participant in the IASP Program.Successfully signed up 30 clients to the program across India, ANZ, Korea and ASEAN regions by working with clients and audit partners, EY, KPMG, Anglepoint and Deloitte. By avoiding being subject to a software audit it not only saved the client significant compliance costs but also the potential future risks which resulted in much better client satisfaction as well.

Armonk, New York, Ny, Us

Leading the go to market technical sales teams for the DevOps software business in IBM Software. Aligned with the sales leadership to build out technical teams capabilities and deliver pre sales demos, PoTs/solutioning. Team comprised 30 pre-sales across 3 regions and 3 managers reported directly to me.

Armonk, New York, Ny, Us

Full P&L responsibility for a consulting services & training delivery business within IBM Software across 5 Asia Pacific regions. Team size of 50 consultants across region & 3 practice managers reporting into me.Focus on helping customers achieve successful software deployments by leveraging a team of consultants and partners. Solutions and training focus around improving Collaborative Application Development Lifecycles, Continuous Delivery and Software Quality Management.Grew the business 50% over 3 years, consistently delivered both profit and utilisation targets and improved customer success metrics by 15% YtY.Successfully integrated the consulting team of Telelogic ( as part of the IBM acquisition ) and expanded the teams capability into a new customer base.

Armonk, New York, Ny, Us

Leading the go to market technical sales teams for the DevOps software business in IBM Australia. Aligned with the sales leadership to build out technical teams capabilities and deliver pre sales demos, PoTs/solutioning. Team comprised 7 pre-sales people reporting directly to me and I was both manager and individual contributor.

Armonk, New York, Ny, Us

Sales Rep roles into Financial Services and Local/State Government from 2001 - 2003Software Deployment Manager for large ELA customers including Victorian Government, Coles Myer & Insurance Australia Group 2004-2007

Education record

Information Technology

Associate'S Degree, Hospitality Administration/Management