Chad Hensley

Evaluator
DISC Type : csd

Partner at IBM

Greater Charlottesville Area, United States

Overview

Chad Hensley is a Partner at IBM Consulting, specializing in Veterans Affairs and Military Health. Drawing on his background as a software architect and program manager, he leads complex technology initiatives. He holds a BBA from the JMU College of Business and was previously a VP at Octo, an IBM company.

Despite his senior partnership role, he is described by colleagues as being deeply passionate about writing code and developing innovative software to solve client problems.

Personality Overview

Fast But Analytical

Thorough Evaluator

Hard To Convince

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

Veterans Health IT
He leads IBM's consulting practice for the Department of Veterans Affairs and Military Health, a core focus of his career at both IBM and Octo.
Software Architecture
His career foundation is in software architecture, and he is praised for his expertise in developing creative and innovative software solutions to solve client problems.
Company Integration
He has publicly shared his perspective on the successful integration of values and capabilities following the acquisition of his former company by Octo.

Media Appearances

Chad has no verified media appearances

Work History

1-2024
Partner at IBM
10-2016 - 3-2024
VP, Technology at Octo, an IBM Company
9-2011 - 3-2016
Program Manager/Project Manager/Software Architect at ManTech International Corporation
3-2007 - 9-2011
Software Architect at Keane
10-2005 - 3-2007
Senior Technical Consultant at i3solutions

Education

1999 - 2002
BBA from JMU College of Business

More Information

Social Presence :

Prographics :

Exp : 23 Location : Greater Charlottesville Area, United States Job Level : N/A Designation : Partner at IBM
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Insights For Selling To Chad

During A Call Or A Meeting

DO's

  • Help them weigh the risks by sharing objective proof points instead of anecdotes and examples
  • Showcase your competitive superiority clearly when possible or address it at the minimum
  • Keep a professional, business-like approach; especially if you tend to get informal quickly

DONT's

  • Avoid making strong statements, instead invite them to agree with you by asking them questions
  • Avoid too much small talk, just a few formal pleasantries should be fine
  • Don’t focus on relationship, focus purely on the merit of your product

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Chad is

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

  • 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 Chad move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Chad 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 Chad

Personality Compatibility


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