Bill Smith

Pioneer
DISC Type : ids

Chief Sales Officer (CSO) at Virtru

Washington DC-Baltimore Area, United States

Overview

Bill Smith is the Chief Sales Officer at Virtru, where he leverages 25 years of experience building high-performance sales teams for commercial and public sector markets. A graduate of Purdue University, he is described by colleagues as an inspirational, focused, and relentless leader with exceptional sales acumen.

He is actively involved in fostering professional communities, hosting executive dinners and forums to connect with peers and discuss key industry trends. He also serves as an investor and advisor for companies building next-generation cybersecurity and analytics products.

Unique fact: Bill helps build companies with technology emerging from the U. S. Intelligence Community through his advisory role at DataTribe.

Personality Overview

Driven But Considerate

Dynamic But Sincere

Decisive But Friendly

They combine a unique set of diverse traits where they are fast and friendly but can slow down to be thorough when needed  If they are convinced, they can become very strong champions for your product They have the unique ability to win both love and respect from their team (or outsiders)

Topics They Care About

Data-Centric Security
He actively posts about the acceleration of the data-centric security market and Virtru's role in providing data-embedded policy enforcement.
Public Sector Sales
Has extensive experience selling to federal and civilian government markets, highlighted by Virtru's recent inclusion in the AWS Intelligence Community Marketplace.
Cybersecurity Innovation
As an advisor at DataTribe, he helps commercialize cybersecurity and analytics technology developed within the U. S. Intelligence Community.

Media Appearances

Bill has no verified media appearances

Work History

12-2020
Chief Sales Officer (CSO) at Virtru
12-2023
Invester and Advisor at DataTribe
1-2017 - 10-2020
SVP Worldwide Sales at Sonatype (Acquired by Vista Equity Partners, December 2019)
2-2013 - 1-2017
VP, North America Sales at Sonatype (Acquired by Vista Equity Partners, December 2019)
6-2011 - 2-2013
Sr. Director Data Integration Sales for the Americas at Syncsort

Education

1982 - 1986
Bachelor of Arts (B.A.) from Purdue University

More Information

Social Presence :

Prographics :

Exp : 35 Location : Washington DC-Baltimore Area, United States Job Level : Leadership Designation : Chief Sales Officer (CSO) at Virtru
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Insights For Selling To Bill

During A Call Or A Meeting

DO's

  • Ask them for a lunch or coffee once some rapport has been established
  • Mostly stick to your standard pitch and qualifying script, but add some stories or anecdotes to it
  • Build a trustworthy relationship while keeping the product center-stage

DONT's

  • Don't lean very heavily into providing too much information, sharing whitepapers etc.
  • Avoid focusing only on the product or its ROI, keep building trust subtly
  • Don’t hesitate from asking questions or pushing them, but take a formal approach

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Bill is

  • Nothing less than a strong combination of proof of results, relationship and high levels of professionalism is effective with them.
  • Will you ever get a clear answer from Bill

  • They can say no while staying friendly, but can also be pursuaded to reconsider

Insights For Deal Planning

    How fast (or slow) will Bill move?

  • They are generally fast movers and can take quick decisions
  • Can Bill take some risk or not?

  • They have high risk-appetite but can get ahead of themselves once in a while. Observe carefully

You And Bill

Personality Compatibility


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