Brian Spitzer

Visionary
DISC Type : Ds

Managing Director of Sales East Majors at CyberArk

Greater Boston, United States

Overview

Brian Spitzer is a transformational executive with over 20 years of experience leading enterprise and SaaS sales. As Vice President at CyberArk, he specializes in go-to-market solutions and building high-performing teams to accelerate revenue growth, once achieving 187% of plan. Colleagues describe him as empathetic, creative, and a leader with integrity.

Based on his extensive career leading teams in the New England area, Brian likely has an affinity for Boston-area sports. As an alumnus of West Virginia University, he may also follow the Mountaineers athletic programs.

Peers recognize him as one of the most creative "deal strategists" they have worked with, adept at structuring unique deals.

Personality Overview

Direct & Assertive

Risk Tolerant

Goal-Oriented

They might take some time to make their mind up but once they do, they don't change it easily.  Reading between the lines and seeing beyond your words comes naturally to them. They are very professional in their approach and can weigh multiple perspectives together.

Topics They Care About

Identity Security
Actively promotes joining the "leader in identity security" to impact customers' security postures and deliver key business outcomes.
Sales Team Development
His career is defined by recruiting, hiring, and developing elite sales teams focused on driving high-percentage revenue growth and shifting to outcome-focused selling.
Go-to-Market Strategy
Focuses on being integral to strategic go-to-market solutions and aligning his teams with an execution-oriented model from a GTM perspective.

Media Appearances

Brian has no verified media appearances

Work History

1-2023
Managing Director of Sales East Majors at CyberArk
2-2022 - 1-2023
Area Sales Manager New England at CyberArk
1-2020 - 2-2022
Senior Director VMware TANZU at VMware Tanzu
8-2019 - 1-2020
Sr. Director Sales at Pivotal Software, Inc. (Acquired by VMware)
1-2019 - 9-2019
Senior Director, Northeast at Docker, Inc

Education

Education details unavailable from West Virginia University

More Information

Social Presence :

Prographics :

Exp : 23 Location : Greater Boston, United States Job Level : Mid-senior Designation : Managing Director of Sales East Majors at CyberArk
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Insights For Selling To Brian

During A Call Or A Meeting

DO's

  • Come across as a trustworthy professional and be respectful, they usually know their game
  • During followups, use phone or text if needed, they should be fine
  • Stick to your standard pitch and qualifying script, don't try to wing it

DONT's

  • Avoid putting conscious effort into relationship-building
  • Don't get into pricing discussions early on, steer conversation towards proven results
  • Don't take their patience for granted, avoid long-winding sermons

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Brian is

  • Strong proof of impact and their conviction will matter the most, but they wouldn't want to act unilaterally either
  • Will you ever get a clear answer from Brian

  • They will say no if they are not convinced but you will have to prompt them.

Insights For Deal Planning

    How fast (or slow) will Brian move?

  • They will want to understand things well but can move fast once they have a clear picture.
  • Can Brian take some risk or not?

  • They have good risk tolerance but are likely to think it through once or twice.

You And Brian

Personality Compatibility


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