Brian Mathey

Evaluator
DISC Type : sdc

SVP Head of Procurement and Vendor Governance at Athene USA

Johnston, Iowa, United States

Overview

Brian has no verified overview

Personality Overview

Quality Focused

Thorough Evaluator

Hard To Convince

They are not very likely to become strong advocates of your product or service  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

Topics They Care About

Brian has no verified topics they care about

Media Appearances

Brian has no verified media appearances

Work History

5-2018
SVP Head of Procurement and Vendor Governance at Athene USA
7-2017 - 5-2018
Sr Procurement Category Mgr (Director Level) at Gartner
7-2011 - 6-2017
Associate Director Sourcing and Contracts at Sentry Insurance
9-2008 - 7-2011
Vendor Manager at Northwestern Mutual
5-2006 - 6-2008
Sourcing Specialist at ING

Education

2000 - 2003
Juris Doctorate from Creighton University School of Law
Education details unavailable from Creighton University

More Information

Social Presence :

Prographics :

Exp : 19 Location : Johnston, Iowa, United States Job Level : Leadership Designation : SVP Head of Procurement and Vendor Governance at Athene USA
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Insights For Selling To Brian

During A Call Or A Meeting

DO's

  • Showcase your competitive superiority clearly when possible or address it at the minimum
  • Use phrases like ‘the ROI of this’, ‘X% more’ etc.
  • Be prepared for comments or questions that are critical of your product or your claims

DONT's

  • Avoid too much small talk, just a few formal pleasantries should be fine
  • Avoid making strong statements, instead invite them to agree with you by asking them questions
  • Don’t nudge them to do something by using the logic that others have done the same

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Brian is

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

  • 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 Brian move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Brian 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 Brian

Personality Compatibility


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