Brian Ratnayake

Questioner
DISC Type : c

Client Partner at Salesforce

Minneapolis, Minnesota, United States

Overview

Brian has no verified overview

Personality Overview

Not Easily Convinced

Price-Sensitive

Cautious & Analytical

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  They prefer to fully evaluate every situation. They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

Brian has no verified topics they care about

Media Appearances

Brian has no verified media appearances

Work History

2-2025
Client Partner at Salesforce
8-2022 - 2-2025
Account Partner, Director at Salesforce
5-2018 - 8-2022
Senior Practice Manager, Professional Services Sales at Tableau Software
9-2015 - 5-2018
Account Executive, Enterprise at Tableau Software
4-2012 - 9-2015
Account Executive at SPS Commerce

Education

1999 - 2003
BSB from University of Minnesota
1999 - 2003
Bachelor of Science from UMN Carlson School of Management

More Information

Social Presence :

Prographics :

Exp : 23 Location : Minneapolis, Minnesota, United States Job Level : N/A Designation : Client Partner at Salesforce
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Insights For Selling To Brian

During A Call Or A Meeting

DO's

  • Share as much information as possible regarding your product
  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Keep some extra margin in hand as they will likely negotiate the pricing

DONT's

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

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Brian is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for 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?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Brian take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Brian

Personality Compatibility


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