Brett White

Evaluator
DISC Type : csd

Regional Sales Manager-Strategic Accounts at Island

Columbus, Ohio Metropolitan Area, United States

Overview

Brett is an accomplished technology sales leader with over 25 years of experience driving innovation and strategy within global companies like Island, Palo Alto Networks, and Cisco. He specializes in strategic enterprise accounts and holds a Bachelor of Science in Electrical Engineering from Arizona State University.

Brett began his career as an Exploration Engineer at Schlumberger before successfully pivoting into senior roles within the technology and cybersecurity sectors.

Personality Overview

Fast But Analytical

Hard To Convince

Quality Focused

They focus on the results, but can still be quite procedural and analytical about how to get there  They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical They are not very likely to become strong advocates of your product or service

Topics They Care About

Enterprise Browser Security
His current role at Island, a leader in this category, and his posts about the browser being the core of work show his deep involvement in this specific area of cybersecurity.
Strategic Account Growth
His career at Island, Palo Alto Networks, and Cisco has been distinguished by his success in establishing and expanding solutions for large, global enterprise accounts.
Endpoint Security Risks
He actively shares content about the risks introduced by semi-managed devices, a key pain point that modern security solutions are designed to address.

Media Appearances

Brett has no verified media appearances

Work History

9-2023
Regional Sales Manager-Strategic Accounts at Island
8-2016 - 8-2023
Major Accounts Executive at Palo Alto Networks
11-2014 - 8-2016
Enterprise Accounts Manager at Cisco
11-1998 - 11-2014
Technology Solutions Executive at Siemens Healthcare
1-1991 - 11-1998
Exploration Engineer at Schlumberger

Education

1985 - 1989
BSEE from Arizona State University

More Information

Social Presence :

Prographics :

Exp : 34 Location : Columbus, Ohio Metropolitan Area, United States Job Level : N/A Designation : Regional Sales Manager-Strategic Accounts at Island
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Insights For Selling To Brett

During A Call Or A Meeting

DO's

  • Be prepared for comments or questions that are critical of your product or your claims
  • Help them see both - the ‘big picture’ impact and the ROI of the investment
  • Help them weigh the risks by sharing objective proof points instead of anecdotes and examples

DONT's

  • Don’t nudge them to do something by using the logic that others have done the same
  • Avoid self-deprecating references or general informality, it could decrease their trust in you
  • Avoid inviting them for any social interactions until you have built some rapport with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Brett is

  • ROI matters the most to them, followed by process and finally proof of results
  • Will you ever get a clear answer from Brett

  • They might hesitate a little, but will go ahead and say no when necessary (or asked)

Insights For Deal Planning

    How fast (or slow) will Brett move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Brett take some risk or not?

  • They have relatively low risk-appetite and are not very likely to go for something unproven and risky

You And Brett

Personality Compatibility


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