Brian Winchenbach

Evaluator
DISC Type : csd

Vice President, Global Infrastructure, Applications, & Operations at Teradata

San Diego, California, United States

Overview

Brian has no verified overview

Personality Overview

Fast But Analytical

Hard To Convince

Quality Focused

They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical  They are not very likely to become strong advocates of your product or service They focus on the results, but can still be quite procedural and analytical about how to get there

Topics They Care About

Brian has no verified topics they care about

Media Appearances

Brian has no verified media appearances

Work History

1-2022
Vice President, Global Infrastructure, Applications, & Operations at Teradata
3-2017 - 12-2021
Senior Director - Infrastructure & Operations at Teradata
3-2016 - 3-2017
Head of Enterprise Technology at Imaging Healthcare Specialists
5-2008 - 10-2015
Director, Global Infrastructure and Support at Encore Capital Group

Education

MA from The George Washington University
BA from University of Maine

More Information

Social Presence :

Prographics :

Exp : 17 Location : San Diego, California, United States Job Level : Senior Designation : Vice President, Global Infrastructure, Applications, & Operations at Teradata
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Insights For Selling To Brian

During A Call Or A Meeting

DO's

  • Be prepared for comments or questions that are critical of your product or your claims
  • Help them weigh the risks by sharing objective proof points instead of anecdotes and examples
  • Use phrases like ‘the ROI of this’, ‘X% more’ etc.

DONT's

  • Don’t nudge them to do something by using the logic that others have done the same
  • Don’t focus on relationship, focus purely on the merit of your product
  • Avoid making strong statements, instead invite them to agree with you by asking them questions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Brian is

  • ROI matters the most to them, followed by process and finally proof of results
  • Will you ever get a clear answer from Brian

  • They might hesitate a little, but will go ahead and say no when necessary (or asked)

Insights For Deal Planning

    How fast (or slow) will Brian move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Brian take some risk or not?

  • They have relatively low risk-appetite and are not very likely to go for something unproven and risky

You And Brian

Personality Compatibility


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