Caleb Northrop

Critic
DISC Type : C

Cross-Portfolio Senior Product Manager | IBM Software at IBM

New York, New York, United States

Overview

Caleb has no verified overview

Personality Overview

Objective Thinker

Information Seeker

Precise

They like to take decisions independently and do not seek others' support often.  It is very likely that they will negotiate pricing or other important terms. Unless the value is proven by data, they are unlikely to value fancy features.

Topics They Care About

Caleb has no verified topics they care about

Media Appearances

Caleb has no verified media appearances

Work History

3-2024
Cross-Portfolio Senior Product Manager | IBM Software at IBM
1-2022 - 3-2024
IBM Technology's Global Sustainability Lead for Manufacturing and Energy Industries at IBM
3-2021 - 1-2022
Global Sustainability and Strategy Lead | IBM Energy, Environment & Utilities Industry at IBM
8-2019 - 3-2021
Environment and Strategy Leader | IBM Energy, Environment & Utilities Industry at IBM
4-2015 - 8-2019
Executive Editor of the Adirondack Journal of Environmental Studies at Union College

Education

2017 - 2019
Master of Environmental Management from Yale School of the Environment
2010 - 2014
Bachelor of Arts (B.A.) from Vassar College

More Information

Social Presence :

Prographics :

Exp : 14 Location : New York, New York, United States Job Level : Middle Designation : Cross-Portfolio Senior Product Manager | IBM Software at IBM
URL has been copied!

Insights For Selling To Caleb

During A Call Or A Meeting

DO's

  • Keep some extra margin while sharing pricing, they are likely to negotiate later
  • Be ready to answer many clarity-seeking questions and requests for information
  • Be ready for penetrating questions and critical examination of your pitch

DONT's

  • Avoid pushing them too much to involve other stakeholders unless it is critical
  • Don’t rush them till they have clearly gotten all the necessary information
  • Don't give superficial answers, they are easily rattled by them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Caleb is

  • Proof of ROI, low pricing and objective proof points are the important factors for them.
  • Will you ever get a clear answer from Caleb

  • They do not mind saying no if they believe that it is the right decision.

Insights For Deal Planning

    How fast (or slow) will Caleb move?

  • Their decision-making is neither very fast nor very slow, they are somewhere in between.
  • Can Caleb take some risk or not?

  • They can take risks if their analysis shows that it would be worth it.

You And Caleb

Personality Compatibility


Other IBM Employees

Explore more public profiles from related professionals at the same organization.

More Profiles

Discover additional public profiles from our index.

Search more profiles

Looking for someone else? Search here for anyone.

Or visit Humantic AI to know more.