Brian Uttley

Questioner
DISC Type : c

Senior Partnership Sales Manager at dormakaba Americas

Scottsdale, Arizona, United States

Overview

Brian is a seasoned hospitality sales professional at dormakaba, specializing in security access control. Leveraging a background in hotel revenue management, evidenced by a Cornell certificate, he focuses on forging strategic partnerships. Colleagues describe him as insightful, resourceful, and intelligent, with a talent for improving hotel conversion.

While his public profile is professionally focused, recommendations highlight a personable nature, noting he is bright and a "pleasure to work with. " This suggests he values building strong, positive relationships in his professional life, which is central to his partnership-focused role.

He uniquely applies his deep expertise in hotel revenue management directly to his sales strategy, helping clients identify new opportunities to drive revenue.

Personality Overview

Not Easily Convinced

Price-Sensitive

Value Seeker

It is quite likely of them to ask for pricing or other concessions.  They prefer to analyze every situation thoroughly.
 They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

Hospitality Technology
His career spans access control at dormakaba, operations platforms at ALICE, and PMS technologies at Shiji, showing a deep focus on comprehensive hotel tech solutions.
Strategic Partnerships
His current role as Senior Partnership Sales Manager is centered on creating mutually beneficial relationships to drive growth and deliver value in the hospitality sector.
Revenue Management
With a Cornell certificate and experience as a Hotel Revenue Manager, he expertly applies revenue optimization principles to his technology sales approach.

Media Appearances

Brian has no verified media appearances

Work History

8-2022
Senior Partnership Sales Manager at dormakaba Americas
12-2021 - 8-2022
Sales Director - West Coast at ALICE - Hospitality Operations Platform
1-2020 - 12-2021
Sales Engineer at Shiji Group
8-2013 - 1-2020
Director of Distribution at TravelClick
8-2013 - 1-2020
Director of Distribution (Sales Engineer) at TravelClick

Education

2018 - 2018
Hotel Revenue Management Certificate from Cornell University
2005 - 2007
MBA from University of Phoenix

More Information

Social Presence :

Prographics :

Exp : 17 Location : Scottsdale, Arizona, United States Job Level : Middle Designation : Senior Partnership Sales Manager at dormakaba Americas
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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
  • Back up any claims with data and numbers
  • 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 try to be too friendly or informal with them
  • Don’t depend too much on anecdotal evidence, it reduces their confidence

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?

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


You And Brian

Personality Compatibility


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