Christopher Lucca

Enigma
DISC Type : dic

Principal Sales Engineer at Harness

Boston, Massachusetts, United States

Overview

Christopher is a seasoned sales engineering leader with a career spanning software engineering, worldwide DevOps sales leadership at IBM, and his current role as Principal Sales Engineer at Harness. He holds a Bachelor of Science from Wentworth Institute of Technology and is described by colleagues as a fast learner with rich industry knowledge.

Based on his professional focus, Christopher appears passionate about the intersection of business and technology, with a keen interest in industry trends and corporate innovation. He actively promotes industry events and building strong technical sales teams.

He has a recognized talent for translating complex technical knowledge into highly informative and relevant content for his audience.

Personality Overview

Hard To Convince

Persuasive & Assertive

Friendly Yet Blunt

They are likely to ask many questions and look heavily for supporting proof as well as information.  They can sound friendly and charming but can quickly change gears to become inquisitive and probing  They are generally strong communicators and are not easy to convince.

Topics They Care About

DevOps & CICD
His focus is on the importance of strong, modern tooling in the cloud-native world, frequently posting about #DevOps, #DevSecOps, and #CICD.
Sales Engineering
As a Principal Sales Engineer, he is actively involved in building what he describes as the "best SE organization in our industry. "
Cloud-Native Tools
He has emphasized that in the current cloud-native landscape, there is no room for using mediocre tools to get the job done.

Media Appearances

Christopher has no verified media appearances

Work History

1-2022
Principal Sales Engineer at Harness
3-2020 - 4-2022
Sales Engineer at Harness
11-2017 - 6-2019
Sales at DBmaestro
2012 - 2016
World Wide Sales Leader, DevOps at IBM
1-2010 - 8-2012
Sales at AccuRev

Education

1996 - 2000
Bachelor of Science (B.S.) from Wentworth Institute of Technology

More Information

Social Presence :

Prographics :

Exp : 25 Location : Boston, Massachusetts, United States Job Level : Senior Designation : Principal Sales Engineer at Harness
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Insights For Selling To Christopher

During A Call Or A Meeting

DO's

  • Build rapport slwly without rushing, it will come handy to handle hard questions later
  • Use a combination of data as well as stories for your pitch, a ppt might not be necessary
  • Help them realize that any personal risk in making this decision is far less compared to what the results could mean for them

DONT's

  • Don’t brush off any concerns, take all questions seriously. They are easily deterred
  • Avoid making offhand commitments, understand the root of their concerns first
  • Don’t be too objective but make sure to pad your storytelling with data points

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Christopher is

  • Proven value, strong objective evidence are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Christopher

  • They are practical and friendly, but can give a clear response with a little prodding

Insights For Deal Planning

    How fast (or slow) will Christopher move?

  • They like to be detailed, so unless they develop strong conviction, they can take their time to arrive at decisions
  • Can Christopher take some risk or not?

  • They evaluate their decisions systematically and do not take risks that often, unless you can get them to develop strong conviction

You And Christopher

Personality Compatibility


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