Business Unit Executive, Enablement Strategy @ IBM
High School @
Greenwich High School
I'm currently a Strategic Innovation Executive on the Ignite team for Salesforce. In this role I assist our clients in driving transformational change aligned to C-level strategic business imperatives, often helping them engage their customers in innovative ways to realize their business objectives. We utilize design thinking principals to uncover new insights, align organizations and develop new
I'm currently a Strategic Innovation Executive on the Ignite team for Salesforce. In this role I assist our clients in driving transformational change aligned to C-level strategic business imperatives, often helping them engage their customers in innovative ways to realize their business objectives. We utilize design thinking principals to uncover new insights, align organizations and develop new technological solutions supported by a business plan to realize exceptional business value.
Over my career I have demonstrated a proven ability to embrace new technologies, create brand new products & services, use logic and creativity to develop and execute strategies and identify global business-development and process optimization opportunities.
I’m highly experienced in sales and customer facing activities in mature and growth markets, sales enablement, product management, direct & indirect channel sales, partner ecosystem development & support, public speaking, staff leadership, as well as press and analyst relations. I’m considered a task and performance oriented individual, with a demonstrated ability to lead and motivate others to achieve a common goal.
I have published numerous technical and business papers in a number of periodicals, books and websites and have been a frequent speaker at business and technical conferences around the world. I take great satisfaction in generating innovations that drive productivity within the organization and working with my clients to help them achieve their business goals.
Strategic Innovation Executive @ From July 2015 to Present (6 months) Greater Boston AreaMarket Development Leader, North America @ I was one of IBM's first Market Development Leaders for the east region of North America covering two of IBM's top global accounts. One is a major telecom company and the other is a major retail organization. This was a brand new role created by our SVP of marketing in October of 2013 in order to implement an Account Focused Marketing approach to our largest clients. The role leveraged my background in sales and technical enablement, business development and customer facing skills to apply a more consultative approach to our sales & marketing efforts. Utilizing creativity, market insights and emerging technologies I surfaced additional business value that drives the client's business agenda forward generating over $427M (US) within these two accounts in 2013. I worked closely with the sales leadership and the respective account teams to support long-term, sustainable signings around growth initiatives and transformational opportunities, as well as deepen and extend C-suite and LOB relationships around new roles, new buyers and new opportunities. I was part of the inaugural team hired into this role and assisted in the effort to expand and optimize this approach into additional accounts around the globe. From October 2013 to June 2015 (1 year 9 months) Greater Boston AreaBusiness Unit Executive, Enablement Strategy @ I was the Business Unit Executive responsible for worldwide technical and sales enablement strategies for the direct and indirect channels for IBM's Business Analytics brand. More broadly my team championed the mission of seller productivity though the use of emerging technologies to improve sales performance not only within the Business Analytics brand but across all of IBM's software group and business partner communities. One of our big breakthroughs was becoming the first group in IBM to successfully implement a data & fact driven approach to performing analysis and reporting on the correlation between enablement & seller skills and performance. From August 2012 to October 2013 (1 year 3 months) Program Director, Social Collaboration Client Strategy @ My responsibilities included strategy development and product planning for all of our messaging and collaboration clients within the Social Business and Collaboration brand, including our on premise and cloud based offerings. Additionally, I defined the collaboration component of IBM's Social Business & Smart Cloud strategies.
I designed products that delivered on the next evolution of collaborative capabilities. I championed the mission of moving the center of gravity of a user's work environment away from the inbox to more appropriate and socially oriented tools, as well as through the use of both social and productivity analytics, creating a dynamic personalized user experience.
Defined and executed client strategy for IBM’s flagship social collaboration products generating $700M (U.S) annually in direct channel revenue
Defined and delivered to market superior on premises and cloud based rich client, browser and mobile based product offerings
Created next generation "social mail" product integrating socially oriented collaborative capabilities into Microsoft Exchange and IBM Domino environments
Worked with analyst and press communities to develop, validate, and articulate IBM product strategy and direction
Worked with customers and IBM sales organization to gain feedback for product development From September 2010 to August 2012 (2 years) Business Unit Executive, WW Sales & Technical Enablement @ As a Business Unit Executive at IBM, I had worldwide responsiblity for sales enablement for the Lotus Software portfolio. This included sales and product enablement on the capabilities and business value of IBM branded software solutions to both our direct channel of dedicated Lotus brand & IBM cross brand sellers, as well as the indirect channel of business partners and Independent Software Vendors (ISVs).
Defined, developed and executed sales enablement strategy for direct channel IBM branded sellers to achieve Lotus brand revenue plan in excess of $1.23B (U.S.) annually
Extended direct channel sales enablement activities out to indirect channel supporting the attainment of an additional $550M (U.S.) in annual revenue
Lead cross functional enablement task force at the request of three LoB VPs to define and optimize sales & technical enablement activities across seven groups in three organizations resulting in a first of its kind holistic approach
Only non-executive member of the WW Sales Leadership Team
Created, developed and implemented seven new initiatives that became standard operating procedures within the business
Drove the attainment of optimal blend of core sales, industry and brand sales skills within the direct channel sales force via blend of face to face, applied, self paced & virtual enablement
Utilized emerging technologies to develop new programs which increase seller productivity
Implemented new programs in response to dynamic business needs of the geographies
Lead and manage direct and geo based extended staff and resources From April 2007 to September 2010 (3 years 6 months) Senior Product Manager, Social Collaboration Client Strategy @ I was responsible for the creation of overall messaging & collaboration client strategy including Lotus Notes, Domino Web Access (DWA), the Common Personal Information Management (PIM) Portlets and the Domino Extended Products Portlets (DEPP). In addition, I had cross portfolio responsibilities such as the Lotus Domino and IBM WebSphere Portal integration strategy and the Lotus Domino & IBM Workplace integration strategy.
Defined, executed and evangelized overall client strategy for IBM’s flagship messaging and collaboration products
Defined and executed integration strategy of next generation technologies into current generation product set
Enabled IBM to realize over $685M (U.S.) in core product revenue in 2005
Achieved 111% of 2005 revenue plan and 9% YTY growth for Lotus Notes/Domino business
Evaluated market opportunities and formulate business case for potential corporate acquisitions
Worked with analyst and press communities to develop, validate, and articulate Lotus/IBM product strategy and direction
Worked with customers and IBM sales organization to gain feedback for product development From June 2003 to March 2007 (3 years 10 months) Senior Market Development Offerings Manager @ From 2003 to 2003 (less than a year) Director, Messaging & Collaboration Client Strategy @ From 2000 to 2003 (3 years) Senior Manager, ISV Development Team @ From 1998 to 2000 (2 years)
Bachelor of arts, philosophy and English @ The University of Connecticut From 1987 to 1991 High School @ Greenwich High School From 1986 to 1987 High School @ Northfield Mount Hermon From 1983 to 1986 Jason Dumont is skilled in: Strategic Planning, Business Strategy, Marketing Strategy, Messaging, Collaboration Solutions, Sales Enablement, Product Management, Analyst Relations, Staff Management, Staff Development, Product Development, Product Design, ISV, Strategy Development, Cloud Computing
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