Brian P. Clapp

Questioner
DISC Type : c

Corporate Development at Dell Technologies

Austin, Texas Metropolitan Area, United States

Overview

Brian is a mergers and acquisitions professional at Dell with a background in investment banking at Goldman Sachs. He has a diverse industry track record and holds an MBA from The Wharton School, a Master of Engineering from Cornell, and a CFA charter.

He shows a keen interest in the startup ecosystem, particularly emerging enterprise technology like observability platforms. His certifications also suggest a strong personal and professional interest in the business applications of artificial intelligence and data analysis.

Unique fact: He combines a technical Master of Engineering degree with an MBA from Wharton and a CFA charter.

Personality Overview

Not Easily Convinced

Cautious & Analytical

Price-Sensitive

They are more likely than others to negotiate on pricing and terms.  They generally do not appreciate an overfriendly approach and prefer to stay to-the-point. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Technology M&A
Leads corporate development and M&A for Dell, building on experience in investment banking and strategic finance for founder-led companies.
AI in Business
Holds a formal specialization in "AI For Business, " indicating an interest in applying artificial intelligence to corporate strategy and finance.
Emerging Tech Startups
Follows the observability software space and shows enthusiasm for new platforms and founders in the tech startup community.

Media Appearances

Brian has no verified media appearances

Work History

Corporate Development at Dell Technologies
Strategic Finance at Roivant Sciences
Investment Banking at Goldman Sachs
Strategic Portfolio Management at Freepoint Commodities
Global Markets at Barclays Capital

Education

2014 - 2016
MBA from The Wharton School
2008 - 2010
Master of Engineering from Cornell University Graduate School

More Information

Social Presence :

Prographics :

Exp : N/A Location : Austin, Texas Metropolitan Area, United States Job Level : N/A Designation : Corporate Development at Dell Technologies
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Insights For Selling To Brian

During A Call Or A Meeting

DO's

  • Keep some extra margin in hand as they will likely negotiate the pricing
  • If you have a lower priced product compared to the competition, call out the same
  • Tell them that you will come back if you don’t have a good answer for a question

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t overhype the product/pitch, keep it measured
  • Don’t try to be too friendly or informal with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Brian is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Brian

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Brian move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Brian take some risk or not?

  • They can take risk if they are convinced that they have analyzed the circumstances well.


You And Brian

Personality Compatibility


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