Anne F.

Inquirer
DISC Type : dc

General Manager, Defense Industrial Base at Microsoft

Alexandria, Virginia, United States

Overview

Anne F. is a General Manager at Microsofts US Public Sector, focusing on National Security and the Defense Industrial Base. Educated at Texas McCombs and Columbia Business School, she has extensive tech leadership experience. People often describe her as strategic, results-oriented, and a caring leader.

Anne is passionate about mentorship and empowering others in their careers, particularly women in technology. This is evident from her past involvement with organizations like Cisco Women of Impact and Million Women Mentors, where she actively contributed to fostering female talent.

As a leader, she has won numerous accolades, including the FY23 Platinum Award at Microsoft and multiple "Game Changer" sales awards during her time at Cisco.

Personality Overview

ROI Conscious

Hard To Convince

Upfront

They respond well to confident salespeople.  They don’t always try to control the conversation but neither do they like yielding it fully. They care equally about the product and its potential impact.

Topics They Care About

AI & Productivity
She personally uses AI tools like Microsoft Copilot to boost her own productivity and frequently shares content on how AI is reshaping the future of work.
National Security
Her current role is dedicated to supporting the US Federal and Defense Industrial Base, and she expresses a strong personal commitment to the mission of National Security.
Public Sector Tech
Her career is focused on empowering government verticals, from federal to state and local levels, with innovative technology solutions to help them achieve their missions.

Media Appearances

Episode 48: Technology Trends and Decision Advantage in Defense. Featured in Microsoft WWPS Podcast

See Now

Work History

10-2023
General Manager, Defense Industrial Base at Microsoft
8-2020 - 11-2023
National Sales Director at Microsoft
1-2018 - 8-2020
Northeast Enterprise Sales Director at Microsoft
1-2013 - 12-2017
Regional Sales Manager, Federal at Cisco Systems
10-2010 - 1-2013
Federal General Manager at HP

Education

Accounting and Finance from Texas McCombs School of Business
Executive Education - Management from Columbia Business School

More Information

Social Presence :

Prographics :

Exp : 18 Location : Alexandria, Virginia, United States Job Level : Senior Designation : General Manager, Defense Industrial Base at Microsoft
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Insights For Selling To Anne

During A Call Or A Meeting

DO's

  • Make sure that they have the necessary authority, they could present false stature sometimes
  • Highlight the competitive differentiation of your product
  • Tell them that you are there to help them create visible impact within their organization

DONT's

  • Don’t try to be an alpha salesperson, give them equal space
  • Avoid long winding pitches, stay objective
  • Don't try too hard to get friendly, let it happen with time

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Anne is

  • Conviction in the product matters to them, followed by proof points and strong testimonials.
  • Will you ever get a clear answer from Anne

  • They may not be very forthcoming, but they will say no if needed.

Insights For Deal Planning

    How fast (or slow) will Anne move?

  • Their decision making speed is somewhere in the middle.
  • Can Anne take some risk or not?

  • They can take risks but after weighing up the pros and cons.

You And Anne

Personality Compatibility


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