Brian Tolly

Questioner
DISC Type : c

Director, Network Test & Security Sales at Tempest Telecom Solutions

Ponte Vedra Beach, Florida, United States

Overview

Brian Tolly is a seasoned technology sales director at Tempest Telecom Solutions with deep expertise in network visibility, security, and automation. He has a strong track record of helping service providers and enterprises optimize performance and strengthen their security posture, consistently exceeding sales targets throughout his career.

He was instrumental in promoting an automated testing project at a previous company that continues to generate approximately $1 million in annual sales.

Personality Overview

Price-Sensitive

Not Easily Convinced

Systematic

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  They prefer to fully evaluate every situation. They are more likely than others to negotiate on pricing and terms.

Topics They Care About

Network Visibility
His current role is centered on helping clients gain full traffic visibility using network taps and packet brokers from partners like Cubro and Gigamon to reduce blind spots.
Strengthening Security
He focuses on helping organizations improve their security posture through visibility fabrics, enabling better threat detection and improved efficacy for tools from partners like VectraAI and SpyCloud.
Partner-Centric Sales
His recent activity heavily promotes partners like Cubro and Fortinet, showing a strong focus on leveraging partner ecosystems to provide comprehensive solutions for customers.

Media Appearances

Brian has no verified media appearances

Work History

5-2020
Director, Network Test & Security Sales at Tempest Telecom Solutions
6-2017 - 4-2020
Account Manager at NETSCOUT
1-2012 - 6-2017
Sr. Solutions Sales Executive at Spirent Communications
5-2007 - 1-2012
Business Development at Spirent Communications
1-2005 - 5-2007
Services Delivery Manager at Spirent Communications

Education

Brian has no verified education history

More Information

Social Presence :

Prographics :

Exp : 32 Location : Ponte Vedra Beach, Florida, United States Job Level : Mid-senior Designation : Director, Network Test & Security Sales at Tempest Telecom Solutions
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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
  • Tell them that you will come back if you don’t have a good answer for a question
  • Emphasise more on facts and measurable benefits

DONT's

  • Don’t try to be too friendly or informal with them
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Avoid rushing them, be polite and patient

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?

  • 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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