Alex MacCalman, Ph.D.

Questioner
DISC Type : c

Principal Engineer, Technical Director for Digital Modernization at ARA

Washington DC-Baltimore Area, United States

Overview

Alex has no verified overview

Personality Overview

Cautious & Analytical

Price-Sensitive

Value Seeker

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  They generally do not appreciate an overfriendly approach and prefer to stay to-the-point. They are more likely than others to negotiate on pricing and terms.

Topics They Care About

Alex has no verified topics they care about

Media Appearances

Alex has no verified media appearances

Work History

9-2023
Principal Engineer, Technical Director for Digital Modernization at ARA
6-1995 - 8-2023
Colonel at US Army
3-2023 - 5-2023
DoD SkillBridge Fellow at Microsoft
1-2023 - 5-2023
Transitioning Veteran at U.S. Army Test and Evaluation Command (ATEC)
10-2021 - 1-2023
Director, Analytics, AI, and Digital Engineering Directorate at U.S. Army Test and Evaluation Command (ATEC)

Education

2010 - 2013
Doctor of Philosophy (PhD) from Naval Postgraduate School
2005 - 2007
Master of Science (MS) from Naval Postgraduate School

More Information

Social Presence :

Prographics :

Exp : 29 Location : Washington DC-Baltimore Area, United States Job Level : Senior Designation : Principal Engineer, Technical Director for Digital Modernization at ARA
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Insights For Selling To Alex

During A Call Or A Meeting

DO's

  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Share as much information as possible regarding your product
  • Back up any claims with data and numbers

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Don’t try to be too friendly or informal with them
  • Don’t depend too much on anecdotal evidence, it reduces their confidence

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Alex is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Alex

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Alex move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Alex take some risk or not?

  • They can take risk if they are convinced that they have analyzed the circumstances well.


You And Alex

Personality Compatibility


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