Bernard Middleton

Questioner
DISC Type : c

Account Manager at Amazon Web Services (AWS)

Washington DC-Baltimore Area, United States

Overview

Bernard is a seasoned Enterprise Account Executive at AWS, specializing in the Healthcare and Life Sciences sectors. He leverages his expertise in GenAI and Data Modernization, built upon a diverse background in financial analysis, real estate development, and strategic planning. He holds an MBA from the University of Virginia Darden School of Business.

Outside of his corporate role, Bernard shows an interest in giving back to the next generation. He has participated in panel discussions with students, suggesting a passion for mentorship and sharing his professional experiences with those early in their careers.

He is the founder of The Middleton Group, a real estate consulting firm providing advisory and construction management services.

Personality Overview

Value Seeker

Price-Sensitive

Cautious & Analytical

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

Topics They Care About

GenAI in Healthcare
His current role at AWS is focused on GenAI for Healthcare and Life Sciences, and he recently became an AWS Certified AI Practitioner, showing active interest in R&D.
Data Modernization
A core part of his professional headline and role at AWS, indicating a focus on helping organizations update their data infrastructure.
Real Estate Development
He founded his own real estate consulting and construction management company, demonstrating deep entrepreneurial experience in this industry.

Media Appearances

Bernard has no verified media appearances

Work History

4-2020
Account Manager at Amazon Web Services (AWS)
7-2018 - 12-2018
Director of Business Development, Mid-Atlantic at URBANEER
2006 - 2012
Principal Owner at The Middleton Group, LLC
3-2005 - 6-2018
Executive Immunology Specialist at Johnson & Johnson/Centocor
6-2003 - 5-2005
Licensing & Acquisitions/Finance at Johnson & Johnson/Centocor

Education

Master of Business Administration - MBA from University of Virginia Darden School of Business
BA from Howard University

More Information

Social Presence :

Prographics :

Exp : 19 Location : Washington DC-Baltimore Area, United States Job Level : Middle Designation : Account Manager at Amazon Web Services (AWS)
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Insights For Selling To Bernard

During A Call Or A Meeting

DO's

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

DONT's

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

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Bernard 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 Bernard

  • 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 Bernard move?

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

  • Can Bernard take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Bernard

Personality Compatibility


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