Carl Graf

Captain
DISC Type : DS

Director, Security Architecture and Strategy - Global Information Security at Marriott International

Carmel, Indiana, United States

Overview

Carl has no verified overview

Personality Overview

Decisive But Calm

Consummate Professional

Planner & Achiever

They exhibit a rare combination of being result-oriented but patient at the same time.  They might take some time to make their mind up but once they do, they don't change it easily. They are very professional in their approach and can weigh multiple perspectives together.

Topics They Care About

Carl has no verified topics they care about

Media Appearances

Carl has no verified media appearances

Work History

9-2020
Director, Security Architecture and Strategy - Global Information Security at Marriott International
7-2017 - 9-2020
Security Architect, Director - Enterprise Architecture at Marriott International
5-2022
President, Board of Directors at VOMC, Inc.
7-2017
Enterprise Security Architect at Allison Transmission
Principal Consultant at Canterbury Technologies LLC

Education

BA from Indiana University Indianapolis
Graduate Studies in MSIA (MS Information Assurance) from Norwich University

More Information

Social Presence :

Prographics :

Exp : 8 Location : Carmel, Indiana, United States Job Level : Mid-senior Designation : Director, Security Architecture and Strategy - Global Information Security at Marriott International
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Insights For Selling To Carl

During A Call Or A Meeting

DO's

  • Stick to your standard pitch and qualifying script, don't try to wing it
  • You can spend time on BANT (or other qualification methodology) but keep it to the point
  • Focus on the results that your product produces, expect some strategic questions in return

DONT's

  • Don't focus too much on mutual contacts or bother about other stakeholders, focus on them
  • Don't take their patience for granted, avoid long-winding sermons
  • Don't go over them unless you are left with no other option

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Carl is

  • Strong proof of impact and their conviction will matter the most, but they wouldn't want to act unilaterally either
  • Will you ever get a clear answer from Carl

  • They will say no if they are not convinced but you will have to prompt them.

Insights For Deal Planning

    How fast (or slow) will Carl move?

  • They will want to understand things well but can move fast once they have a clear picture.
  • Can Carl take some risk or not?

  • They have good risk tolerance but are likely to think it through once or twice.

You And Carl

Personality Compatibility


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