Brian Shafer

Wildcard
DISC Type : csi

Global Head of Cybersecurity and Information Technology at Glenfarne Group, LLC

Greater Houston, United States

Overview

Brian Shafer is the Global Head of IT and Cybersecurity at Glenfarne Group, LLC, where he oversees the companys worldwide technology and security operations. An alumnus of Drexel University with an ITIL certification, colleagues praise his deep technical expertise, strong relationship-building skills, and successful project management.

His professional interests are centered on major technology ecosystems, particularly Microsoft and IBM. Brian shows a keen interest in professional development, often sharing content related to leadership and coaching to foster innovation and growth within his field.

Unique fact: He was the Lead Project Manager at Microsoft for the successful launch of Windows XP Professional x64 Edition.

Personality Overview

ROI Driven

Friendly But Slow

Curious But Skeptical

They are often friendly and nice, but can sometimes suprise you with their piercing questions  They typically tend to be late adopters even when they seem friendly and excited about what you have to sell They are unlikely to ever become strong champions even when the conversations are going well; you should focus on cultivating other champions

Topics They Care About

Global Cybersecurity
As his primary role, he is responsible for the worldwide cybersecurity portfolio at Glenfarne Group and actively shares updates on the topic.
IT Infrastructure
He holds an ITIL certification and his background includes technology consulting specializing in infrastructure and application development.
Leadership & Coaching
Actively shares content using hashtags like #leadership and #coachingleaders, reflecting a passion for developing teams and managing projects effectively.

Media Appearances

Brian has no verified media appearances

Work History

3-2021
Global Head of Cybersecurity and Information Technology at Glenfarne Group, LLC
12-2018 - 3-2021
Director, Management and Technology Consulting at Mazars USA LLP
12-2009 - 12-2018
Managing Partner at ThirdPlatform
7-2005 - 12-2009
Director and General Manager at Axispoint, Inc
7-2003 - 7-2005
Project Manager - Microsoft Windows at Microsoft

Education

1990 - 1994
Management Information Systems from Drexel University
Executive Education from University of Virginia Darden School of Business

More Information

Social Presence :

Prographics :

Exp : 33 Location : Greater Houston, United States Job Level : Mid-senior Designation : Global Head of Cybersecurity and Information Technology at Glenfarne Group, LLC
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Insights For Selling To Brian

During A Call Or A Meeting

DO's

  • Be prepared for a lot of questions, answer them objectively
  • Ask them questions to understand their needs better while staying affable
  • Invite them for a social do but don’t rely solely on the relationship

DONT's

  • Avoid phrases like ‘trust me’, ‘you will just love it’ etc.
  • Do not sound overly eager, modulate your energy levels especially if you are generally enthusiastic
  • 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

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Brian

  • They are likely to give you a clear answer without taking you around in circles. However, if you share a good relationship, they might not be so forthcoming.

Insights For Deal Planning

    How fast (or slow) will Brian move?

  • They like to perform full analysis and can take time to make any decision.
  • Can Brian take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Brian

Personality Compatibility


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