Brian Zarchin

Questioner
DISC Type : c

Vice President, Emerging Capabilities, MacCready Works at AV

Arlington, Virginia, United States

Overview

Brian has no verified overview

Personality Overview

Systematic

Value Seeker

Price-Sensitive

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

Topics They Care About

Brian has no verified topics they care about

Media Appearances

Brian has no verified media appearances

Work History

7-2025
Vice President, Emerging Capabilities, MacCready Works at AV
7-2024 - 7-2025
Vice President, Head of Growth, MacCready Works at AV
1-2023 - 6-2024
Vice President, Uncrewed Aircraft Systems at Airbus US Space & Defense, Inc.
1-2022 - 12-2022
Vice President, Business Development & Marketing at Airbus US Space & Defense, Inc.
1-2020 - 12-2021
Vice President, U.S. Army Systems at Airbus US Space & Defense, Inc.

Education

Bachelor of Science (B.S.) from James Madison University
Certificate from Harvard University

More Information

Social Presence :

Prographics :

Exp : 32 Location : Arlington, Virginia, United States Job Level : Senior Designation : Vice President, Emerging Capabilities, MacCready Works at AV
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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
  • Emphasise more on facts and measurable benefits
  • Tell them that you will come back if you don’t have a good answer for a question

DONT's

  • Avoid rushing them, be polite and patient
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t try to be too friendly or informal with them

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?

  • 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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