Alan Rae

Examiner
DISC Type : cs

Chief Sales Officer at LORIOT

Zurich, Zurich, Switzerland

Overview

Alan Rae is the Chief Sales Officer at LORIOT, where he leads sales for enterprise LoRaWAN networks. With over six years of experience in the sector, he is focused on facilitating global IoT adoption and supporting companies in deploying large-scale, private network solutions worldwide.

Outside of technology, Alan is a PADI Open Water Scuba Instructor. His interests also include sailing, PC gaming, and board games, showcasing a passion for both outdoor adventures and strategic hobbies.

He is a certified PADI Scuba Instructor, highlighting a unique expertise in teaching and adventure completely separate from his tech career.

Personality Overview

Process Oriented

Late Adopter

Overcautious

Being observant comes to them naturally.  They do not like taking risks at all and go for proven options in the end. The only way to convince them is by showing them examples and ample proof.

Topics They Care About

Global IoT Scalability
He is focused on supporting massive, global LoRaWAN projects and enabling enterprise clients to scale their IoT solutions worldwide.
Private LoRaWAN
He strongly advocates for private LoRaWAN networks, emphasizing client ownership of data, infrastructure, and security keys for massive IoT deployments.
Strategic Partnerships
He views the expansion of LORIOT's partner ecosystem as a primary measure of success, crucial for delivering top-tier solutions to customers.

Media Appearances

Alan has no verified media appearances

Work History

3-2025
Chief Sales Officer at LORIOT
2-2021 - 3-2025
Head of Sales at LORIOT
6-2018 - 2-2021
Technical Sales at LORIOT
1-2013 - 12-2017
HSE & Site Co-ordinator at Höganäs Borgestad
2012 - 4-2015
Padi Open Water Scuba Instructor at Freelance

Education

Alan has no verified education history

More Information

Social Presence :

Prographics :

Exp : 13 Location : Zurich, Zurich, Switzerland Job Level : Leadership Designation : Chief Sales Officer at LORIOT
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Insights For Selling To Alan

During A Call Or A Meeting

DO's

  • Spend time addressing concerns around risk and change, they will have them even if they don't express them
  • Be firm in your communication and stay in control
  • Expect them to be vague in response to your questions, ask firmly and pointedly

DONT's

  • Avoid getting into storytelling mode, especially when they ask specific questions
  • Don't use phrases like 'do not worry', 'i promise' etc.
  • Don't rely on relationship building even if they act pleasantly

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Alan is

  • Proof of usage by others in the industry, case studies showing ROI are likely to work the best with them.
  • Will you ever get a clear answer from Alan

  • They don’t say no often, they push out the decisions or keep going around in circles.

Insights For Deal Planning

    How fast (or slow) will Alan move?

  • They are some of the slowest movers and take their time reaching decisions.
  • Can Alan take some risk or not?

  • They have very low acceptance of risk even if they do not say it directly.

You And Alan

Personality Compatibility


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