Cathy Pappas

Wildcard
DISC Type : csi

Senior Manager Systems Engineering at Nutanix

Cleveland, Ohio, United States

Overview

Cathy Pappas is a Senior Manager of Systems Engineering at Nutanix with extensive experience leading presales and solution engineering teams at VMware and Hewlett Packard Enterprise. An alumna of The Ohio State University, she is described by colleagues as an "exceptional leader" with deep expertise in designing solutions for enterprise and SLED customers.

During her tenure at Hewlett Packard Enterprise, she managed specialized national teams focused on emerging technologies like Big Data, High-Performance Computing (HPC), IoT, and DevOps.

Personality Overview

Requires Proof

Friendly But Slow

ROI Driven

They typically tend to be late adopters even when they seem friendly and excited about what you have to sell  They are often friendly and nice, but can sometimes suprise you with their piercing questions  They are unlikely to ever become strong champions even when the conversations are going well; you should focus on cultivating other champions

Topics They Care About

Systems Engineering Leadership
Manages the Systems Engineering team at Nutanix, and previously led solution engineering and architect teams at both VMware and Hewlett Packard Enterprise.
SLED Customer Solutions
Has significant experience leading teams that design and deliver technology solutions for State, Local Government, and Education (SLED) customers.
Presales Strategy
Her career has focused on leading presales teams to design hardware and software solutions that directly address customer business requirements and initiatives.

Media Appearances

Cathy has no verified media appearances

Work History

10-2024
Senior Manager Systems Engineering at Nutanix
9-2021 - 2-2024
Sr Manager Solution Engineering, SLED Mid-Atlantic and North Central at VMware
7-2017 - 9-2021
Manager, SLED Solution Architects at Hewlett Packard Enterprise
11-2015 - 7-2017
Manager, Solution Design, Security, Financial and Emerging Solutions at Hewlett Packard Enterprise
11-2012 - 11-2015
Manager, Americas Solution Design Services at Hewlett Packard Enterprise

Education

Bachelor of Business Administration - BBA from The Ohio State University Fisher College of Business

More Information

Social Presence :

Prographics :

Exp : 12 Location : Cleveland, Ohio, United States Job Level : Middle Designation : Senior Manager Systems Engineering at Nutanix
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Insights For Selling To Cathy

During A Call Or A Meeting

DO's

  • Help them understand the risk aspect fully while inspiring confidence
  • Use phrases like ‘clear proof that’, ‘data shows’ etc.
  • Be prepared for a lot of questions, answer them objectively

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Avoid phrases like ‘trust me’, ‘you will just love it’ etc.
  • Avoid winging it with them particularly, answer a question only if you know the answer well

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Cathy is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Cathy

  • They are likely to give you a clear answer without taking you around in circles. However, if you share a good relationship, they might not be so forthcoming.

Insights For Deal Planning

    How fast (or slow) will Cathy move?

  • They like to perform full analysis and can take time to make any decision.
  • Can Cathy take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Cathy

Personality Compatibility


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