A.J. Sofia

Editor
DISC Type : CS

Field Chief Technical Officer at Zscaler

Greater Philadelphia, United States

Overview

A.J. has no verified overview

Personality Overview

Fact-Driven

Slow Buyer

Self-Disciplined

They are thorough and always follow a systematic approach.  They are heavily focused on quality and prefer doing things the right way, even if it takes time. They do not like taking risks at all and go for proven options in the end.

Topics They Care About

A.J. has no verified topics they care about

Media Appearances

A.J. has no verified media appearances

Work History

1-2023
Field Chief Technical Officer at Zscaler
8-2021 - 1-2023
Solution Architect at Zscaler
8-2018 - 7-2021
Solution Architect | Strategic Media Accounts at Palo Alto Networks
8-2017 - 7-2018
Systems Engineer | Major Accounts at Palo Alto Networks
9-2016 - 8-2017
Technical Solutions Architect | Global Accounts at Cisco

Education

Stanford Advanced Project Management (SAPM) from Stanford University
Bachelor of Science - B.S. from Southern New Hampshire University

More Information

Social Presence :

Prographics :

Exp : 19 Location : Greater Philadelphia, United States Job Level : Leadership Designation : Field Chief Technical Officer at Zscaler
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Insights For Selling To A.J.

During A Call Or A Meeting

DO's

  • When following up with them, expect slowness; use questions to engage them, preferably over email.
  • Use a presentation with information before getting into a live product walkthrough
  • Actively address their concerns around change, risk, and acceptance by users

DONT's

  • Avoid emotional and informal language, stay objective and to the point instead
  • Give it some time before you try to build rapport and a relationship, it doesn't come to them naturally
  • Avoid winging it with them particularly, answer a question only if you know the answer well

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with A.J. is

  • Adoption by others is very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from A.J.

  • They are unlikely to say no, it's better to stop yourself once you have exhausted all the options.

Insights For Deal Planning

    How fast (or slow) will A.J. move?

  • They don't like to hasten, so their speed of decision-making may be slow.
  • Can A.J. take some risk or not?

  • They have little willingness to take risks, and prefer making calculated decisions.

You And A.J.

Personality Compatibility


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