Navigating corporate world requires help of specialists

Jason Delamore

Partner manager

Kenan Systems


What makes your day at work?


Two things, really. A customer win is first, and second is when the true advantages of a global company all come together. That means the right people giving the right information at the right time. Nothing can beat the ability of a global company when it is all in synch.


How did you get where you are today?


First, by identifying a growing industry and taking a risk in joining it. Before I joined IBM as a graduate recruit I knew nothing about information technology, but I did know the industry was well-positioned in terms of growth. From there it was a matter of hard work, learning about the industry, business models and customer requirements.


What is your advice to someone starting out in your field of work?


Don't get snowed under by the technology. Under the covers, the IT and telecommunications industry certainly has some pretty complex technology and when you are starting out you think you will never make sense of a lot of it!

My advice is to know what level of information you need and head for that. Don't panic that a programmer or engineer leaves you spinning with techno-talk. They get paid for that level of understanding, whereas you may provide value in another area.

Always keep the end customer in mind. Never be afraid to speak out if you are unsure (half the people in the room or in a meeting probably are, too). But if you want to move ahead from a sales and marketing perspective, do not avoid the technology, as your value will be in bridging the gap between the customer and the technical side of your organisation.


Who was your most important mentor?


I used to feel bad that I did not have one influential mentor. Working for global companies means people come and go all the time. I then realised that I had, in fact, had many mentors, but didn't know it as I was looking for the "super-mentor."

There have been some great mentors, but my experience is that they help in smaller, more defined areas. Those who know how to navigate the corporate world are people with real business expertise and individuals who know how to manage people. So don't feel bad if you haven't got the "super-mentor." Work on identifying the "specialist mentors" in your work and private life.


What's the biggest challenge for your organisation?


For the Asia Pacific partner team that I am part of, the main challenge is working in such a diverse region. North America has the advantage of being a relatively consolidated telecommunications market, whereas Asia Pacific has different levels of market maturity, deregulation and a vast array of cultural differences and different partner strengths by market.

However, that presents itself as a superb challenge. If you can make it happen in Asia Pacific, you are well-positioned for the rest of the world in regards to managing complexity.


What skill would you like to have?


I have identified deeper financial skills, operations and managing larger teams as my skills hit-list over the next five years.

Completing my masters degree is my short-term goal and I will finish this next year. Study and extensive travelling are a hard combination but I am close enough to see the finish line for the masters.


How do you relax?


Spending time with my wife Trish and new baby Thomas are high on the list. I tend to be one for contrasts and enjoy transitioning from suit to tool belt at weekends. I have nearly finished renovating our house.

I also get a real buzz out of entrepreneurship and innovation. With a small group of friends, I invest in technology shares on the Nasdaq and I love the wheeling and dealing of commercial property. I also enjoy classic cars and use a '67 Mercedes as my everyday car.


How important is it to keep a sense of humour in your job?


A sense of humour makes for a more interesting day and the technology industry can certainly do with the lighter touch at times. One thing I have learned is that the Kiwi dry wit can meet with a confused reception overseas at times.

Another handy hint is to always re-direct sheep jokes to the Australians (you get these all the time in Britain or the US). Nothing kills a defamatory joke better than telling the giver that he or she was geographically challenged.

* Jason Delamore talked to Susan Jennison.

*Kenan Systems is based in Cambridge, Massachusetts. It was recently bought by Lucent Technologies. Jason Delamore has been appointed Asia Pacific partner manager and will soon be based in Singapore.