Dan Mackay

Critic
DISC Type : C

Head of Solutions Engineering at Unimarket

Annapolis, Maryland, United States

Overview

Dan Mackay is the Head of Solutions Engineering at Unimarket, where he has worked for over eleven years. He specializes in procure-to-pay solutions, sales, and revenue operations, leveraging his Bachelor of Arts from the University of Arizona and certifications like Demo2Win! to design and deliver tailored client solutions.

He has progressed within Unimarket from a Solution Consultant to leading both North American Operations and Solutions Engineering.

Personality Overview

ROI Driven

Precise

Critic

They are quite likely to negotiate on pricing or other key terms.  They don’t appreciate bells and whistles unless backed by data. They choose to analyze logically and value facts to emotions.

Topics They Care About

Procure-to-Pay Solutions
Specializes in designing and delivering tailored solutions that address diverse client needs within the procure-to-pay space, aligning with his company's core mission.
Sales Methodologies
Holds certifications in "Demo2Win! " and "The MEDDPICC Masterclass, " indicating a focus on effective sales and demonstration techniques.
Educational Procurement
Frequently engages with the National Association of Educational Procurement (NAEP), indicating a strong focus on serving clients in the education sector.

Media Appearances

Dan has no verified media appearances

Work History

12-2023
Head of Solutions Engineering at Unimarket
4-2021 - 12-2023
Head of Operations, North America at Unimarket
9-2019 - 12-2023
Solution Consultant at Unimarket
11-2015 - 4-2021
Account Manager / Customer Success Manager at Unimarket
1-2015 - 11-2015
Operations Support Specialist at Unimarket

Education

Bachelor of Arts (B.A.) from University of Arizona

More Information

Social Presence :

Prographics :

Exp : 15 Location : Annapolis, Maryland, United States Job Level : Mid-senior Designation : Head of Solutions Engineering at Unimarket
URL has been copied!

Insights For Selling To Dan

During A Call Or A Meeting

DO's

  • If you can, show them industry reports or analyst comments instead of sharing anecdotal stories
  • Be ready to answer many clarity-seeking questions and requests for information
  • Use phrases like ‘expect X% improvement’, ‘data clearly shows’ etc.

DONT's

  • Don’t try too hard to build a relationship with them
  • Don’t try to give too many examples of other users, they like to make their own decisions
  • Avoid phrases like ‘trust me’, ‘others just love’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Dan is

  • Proven ROI, pricing and objective proof points are the factors that sway their decision.
  • Will you ever get a clear answer from Dan

  • They are comfortable saying no if they are convinced that it is the correct decision.

Insights For Deal Planning

    How fast (or slow) will Dan move?

  • They are neither the fastest nor the slowest decision makers, they are somewhere in the middle.
  • Can Dan take some risk or not?

  • They can bear some risk if their analysis backs the decision.

You And Dan

Personality Compatibility


More Profiles

Discover additional public profiles from our index.

Search more profiles

Looking for someone else? Search here for anyone.

Or visit Humantic AI to know more.