Bobby Osborne

Examiner
DISC Type : cs

Strategic Account Manager at ePlus inc.

Plainfield, Indiana, United States

Overview

With over 25 years of experience in IT transformation in Central Indiana, Bobby Osborne is a Strategic Account Manager at ePlus. He leverages his extensive technical background, including roles as a Sr. Systems Administrator, to connect C-suite executives with the right technology solutions. He holds certifications in Nvidia GenAI and as an ePlus AI Practitioner.

Outside of his direct professional role, Bobby focuses on building strong partner relationships and understanding client business goals to ensure technology aligns with their vision. His approach is rooted in providing value through services and expertise rather than simply reselling products.

He has successfully transitioned from hands-on technical implementation and management roles to a client-facing strategic sales position.

Personality Overview

Tough To Convince

Unexpressive

Late Adopter

They tend to have clarity about their needs and constraints, and are unlikely to over-promise.  They are heavily focused on quality and prefer doing things the right way, even if it takes time. They do not like taking risks at all and go for proven options in the end.

Topics They Care About

Services-Led Value
Strongly believes that true partner differentiation comes from services capabilities and execution, not just processing transactions, a theme he frequently repeats.
Cisco Webex
Actively promotes Webex solutions for Midwest customers, highlighting the expertise of his team members and encouraging prospects to connect with them.
AI in Business
Holds recent certifications in Nvidia GenAI and as an ePlus AI Practitioner, indicating a focus on helping clients leverage artificial intelligence.

Media Appearances

Bobby has no verified media appearances

Work History

11-2019
Strategic Account Manager at ePlus inc.
4-2016 - 11-2019
Technical Solutions Architect at ePlus inc.
4-2014 - 3-2016
Sr. Systems Administrator at CNO Financial Group
10-2012 - 3-2014
Systems Engineer at Matrix Integration
1-2008 - 10-2012
Desktop Services Manager at Mooresville Schools

Education

Education details unavailable from Indiana University Indianapolis
Education details unavailable from Butler University

More Information

Social Presence :

Prographics :

Exp : 20 Location : Plainfield, Indiana, United States Job Level : Middle Designation : Strategic Account Manager at ePlus inc.
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Insights For Selling To Bobby

During A Call Or A Meeting

DO's

  • First of all, focus on building their confidence by sharing examples, case studies etc.
  • Ask them which other stakeholders would be important for this purchase decision
  • Be firm in your communication and stay in control

DONT's

  • Don't rely on relationship building even if they act pleasantly
  • Don't push them too hard to make fast decisions, give them time
  • Don't be very accepting if that is your natural style, stay firm

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Bobby is

  • For them, low risk and acceptance by others are very important, followed by proof of ROI.
  • Will you ever get a clear answer from Bobby

  • 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 Bobby move?

  • They do not like to take decisions in a hurry, so they could be slow in making their mind up.
  • Can Bobby take some risk or not?

  • They are low on risk-appetite and prefer to make informed decisions.

You And Bobby

Personality Compatibility


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