Craig Katz

Examiner
DISC Type : cs

Vice President of Sales, Marketing & Partnerships at Daon

Sydney, New South Wales, Australia

Overview

Craig has no verified overview

Personality Overview

Tough To Convince

Process Oriented

Status Quo Seeker

They tend to have clarity about their needs and constraints, and are unlikely to over-promise.  Being observant comes to them naturally. They are always well-planned and adopt a systematic approach.

Topics They Care About

Craig has no verified topics they care about

Media Appearances

Craig has no verified media appearances

Work History

7-2019
Vice President of Sales, Marketing & Partnerships at Daon
5-2018 - 6-2019
Sales Director at SecureAuth (the leader in identity security automation) at SecureAuth Corporation
5-2017 - 5-2018
Director Security Solutions at Vectra Corporation
2-2015 - 8-2017
Sales Director at Centrify Corporation
7-2012 - 7-2017
Sales and Channel Director at Hemisphere Technologies Australia Pty Ltd

Education

Education details unavailable from ISACA
Bachelor of Business Administration (B.B.A.) from The University of North Carolina at Chapel Hill

More Information

Social Presence :

Prographics :

Exp : 33 Location : Sydney, New South Wales, Australia Job Level : Senior Designation : Vice President of Sales, Marketing & Partnerships at Daon
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Insights For Selling To Craig

During A Call Or A Meeting

DO's

  • First of all, focus on building their confidence by sharing examples, case studies etc.
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them
  • Expect them to be slow and cautious, encourage them to ask more questions

DONT's

  • Don't be very accepting if that is your natural style, stay firm
  • Avoid getting into storytelling mode, especially when they ask specific questions
  • Don't push them too hard to make fast decisions, give them time

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Craig is

  • Proof of usage by others in the industry, case studies showing ROI are likely to work the best with them.
  • Will you ever get a clear answer from Craig

  • They don’t say no often, they push out the decisions or keep going around in circles.

Insights For Deal Planning

    How fast (or slow) will Craig move?

  • They are some of the slowest movers and take their time reaching decisions.
  • Can Craig take some risk or not?

  • They have very low acceptance of risk even if they do not say it directly.

You And Craig

Personality Compatibility


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