Brian Burton

Trailblazer
DISC Type : ID

Head of Sales- Google Cloud Southern California Enterprise at Google

San Diego, California, United States

Overview

Brian Burton is the Head of Sales for Google Clouds Southern California Enterprise region, leveraging extensive experience from Cisco and Juniper to drive market growth. A graduate of Arizona State University, he has a strong background in finance and P&L management. Colleagues describe him as a supportive, strategic, and inspiring leader.

Based in Southern California, Brians professional history is also rooted in Arizona and Nevada. His time at Arizona State University suggests a possible interest in college sports, particularly the Sun Devils, and professional teams from the Phoenix or Southern California areas.

He has a notable history of leading account teams for major global clients like Nike and Charles Schwab.

Personality Overview

Values Relationships

Assertive

Charismatic

They are more likely to accept new and exciting technologies.  They are not against taking risks and can make tough decisions when required.
 They are charming and can persuade others to support their decisions.

Topics They Care About

Enterprise AI Strategy
He emphasizes Google Cloud's full-stack AI strategy and its resonance with enterprise customers, indicating a focus on high-value, practical AI use cases.
Cloud Business Growth
He frequently shares updates on Google Cloud's significant revenue growth, highlighting his focus on driving financial performance and market expansion for the division.
Complex Sales Cycles
His career has centered on leading teams through complex sales and negotiations with major national accounts like Nike, Charles Schwab, and Southern California Edison.

Media Appearances

Brian has no verified media appearances

Work History

11-2022
Head of Sales- Google Cloud Southern California Enterprise at Google
6-2021 - 10-2022
Leader, Client Executive- Global Enterprise at Cisco
4-2017 - 6-2021
Leader, Regional Sales- U.S. Commercial at Cisco
2-2014 - 4-2017
Enterprise Account Manager- Charles Schwab Team at Cisco
2-2013 - 2-2014
Operations Director, Commercial Sales- Americas at Juniper Networks

Education

1996 - 2000
business from Arizona State University

More Information

Social Presence :

Prographics :

Exp : 17 Location : San Diego, California, United States Job Level : Mid-senior Designation : Head of Sales- Google Cloud Southern California Enterprise at Google
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Insights For Selling To Brian

During A Call Or A Meeting

DO's

  • Talk about yourself and some of your achievements at the start of the conversation
  • Use phrases like ‘your decision will’, ‘you will impact’ etc.
  • Address your competition clearly and confidently

DONT's

  • Don’t hesitate from asking questions or pushing them, but take a friendly approach
  • Don’t hesitate from asking them how they truly feel about your product
  • Avoid unnecessary negativity or slowness

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Brian is

  • Relationship and product conviction matter equally, followed by a sense of achievement.
  • Will you ever get a clear answer from Brian

  • If they are not convinced, they will say no though in a friendly way.

Insights For Deal Planning

    How fast (or slow) will Brian move?

  • They can reach decisions quickly if they develop trust and confidence in the product.
  • Can Brian take some risk or not?

  • If necessary, they will be ready to take risks.

You And Brian

Personality Compatibility


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