Brian D. Ballard

Trailblazer
DISC Type : DI

Vice President of Sales, Strategic Accounts at SailPoint

Chandler, Arizona, United States

Overview

Brian D. Ballard is a Global Technology Sales Executive at CyberArk with nearly 20 years of experience driving revenue and leading sales divisions for major tech firms like SailPoint and Dynatrace. A graduate of Western Washington University, colleagues describe him as ethical, people-first, and an enthusiastic leader.

He appears to value making a positive contribution, as evidenced by his sharing of content that emphasizes how individual actions can collectively make a difference in the world. This suggests a mindset focused on purpose and avoiding apathy, both personally and professionally.

He has consistently been entrusted to lead strategic sales for the entire western United States and Canada at multiple large-scale technology companies.

Personality Overview

Assertive

Values Relationships

Friendly But Fast

They do not mind taking risks and can make hard decisions, if necessary.  They are more likely to be open to unproven but exciting technologies. They respond better to a combination of speed and relationship.

Topics They Care About

Identity Security
His career at CyberArk, SailPoint, and NetIQ has been focused on leading sales teams in the identity-focused cybersecurity space.
Strategic Sales
As Vice President of Strategic Sales, he specializes in competitive intelligence, complex deal oversight, and creating strategies for multibillion-dollar accounts.
Team Empowerment
Recommendations highlight him as a "People-First" leader who advocates for his team by removing obstacles and empowering them to succeed.

Media Appearances

Brian has no verified media appearances

Work History

4-2018
Vice President of Sales, Strategic Accounts at SailPoint
8-2016 - 4-2018
Regional Sales Director at Dynatrace
4-2014 - 8-2016
Regional Director of Sales at NetIQ, a MicroFocus Business Unit
4-2010 - 3-2014
Regional Director of Sales, Director of Security Solutions, North America at NetIQ, a MicroFocus Business Unit
1-2009 - 4-2010
Senior Director, Global Sales at Verizon Business

Education

1984 - 1988
Education details unavailable from Western Washington University

More Information

Social Presence :

Prographics :

Exp : 34 Location : Chandler, Arizona, United States Job Level : Senior Designation : Vice President of Sales, Strategic Accounts at SailPoint
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Insights For Selling To Brian D.

During A Call Or A Meeting

DO's

  • Build a trustworthy relationship while keeping the product center-stage
  • Give them control of the sales process
  • Talk about yourself and some of your achievements at the start of the conversation

DONT's

  • Don’t hesitate from asking them how they truly feel about your product
  • Don’t hesitate from asking questions or pushing them, but take a friendly approach
  • Don't make any commitments that you might not be able to fulfill

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Brian D. is

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

  • If they are not convinced, they will say no albeit in a friendly manner.


Insights For Deal Planning

    How fast (or slow) will Brian D. move?

  • If you earn their trust and they develop faith in the product, they can make decisions quickly.
  • Can Brian D. take some risk or not?

  • They can take risks if necessary.

You And Brian D.

Personality Compatibility


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