Brian Bourne

Examiner
DISC Type : cs

National Channel Director at CommandLink

Washington DC-Baltimore Area, United States

Overview

As National Channel Director at CommandLink, Brian Bourne focuses on cultivating strategic channel partnerships. His career includes senior channel roles at Nitel and CenturyLink, where he specialized in technology solutions. He holds a BA from the University of Dayton, and colleagues describe his relationship-building skills as both genuine and strategic.

Brian is an alumnus of the University of Dayton, where he was a member of the Phi Sigma Kappa fraternity. Based on his roots in Maryland, where he attended high school, he is likely a follower of Baltimore-area sports teams.

Before entering the technology sector, Brian had a diverse career that included working as a teacher.

Personality Overview

Overcautious

Process Oriented

Tough To Convince

The only way to convince them is by showing them examples and ample proof.  Being observant comes to them naturally. They tend to be clear about their needs and limitations and are unlikely to promise too much.

Topics They Care About

Channel Development
His career is centered on developing relationships and driving distribution through strategic channel partnerships, which is the core of his role at CommandLink and Nitel.
SD-WAN & Security
He actively promotes modern networking solutions like SD-WAN and security, viewing them as key for ROI and replacing legacy systems like MPLS.
Partner Reputation
Believes that a company's reputation is ultimately defined by what its customers and partners say, highlighting a focus on service and satisfaction.

Media Appearances

Brian has no verified media appearances

Work History

3-2022
National Channel Director at CommandLink
11-2019 - 3-2022
Regional Channel Director at Nitel
12-2017 - 11-2019
Global Federal Account Director at CenturyLink
1-2014 - 12-2017
Enterprise Solutions Consultant at Windstream
2013 - 2014
Account Manager at iCore Networks

Education

1999 - 2003
BA from University of Dayton
1995 - 1999
General Studies from C. Milton Wright High School

More Information

Social Presence :

Prographics :

Exp : 22 Location : Washington DC-Baltimore Area, United States Job Level : Mid-senior Designation : National Channel Director at CommandLink
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Insights For Selling To Brian

During A Call Or A Meeting

DO's

  • Expect them to be vague in response to your questions, ask firmly and pointedly
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them
  • First of all, focus on building their confidence by sharing examples, case studies etc.

DONT's

  • Don't use phrases like 'do not worry', 'i promise' etc.
  • Avoid getting into storytelling mode, especially when they ask specific questions
  • 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 Brian 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 Brian

  • Often, they don't say no, or keep going about it in circles.

Insights For Deal Planning

    How fast (or slow) will Brian move?

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

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

You And Brian

Personality Compatibility


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