Dave Burns

Energizer
DISC Type : I

VP of Americas at Cubro Network Visibility

Bradenton, Florida, United States

Overview

Dave Burns is the Vice President of the Americas at Cubro Network Visibility, with over 28 years of experience in the tech industry. He specializes in developing ecosystem partnerships, go-to-market strategies, and sales with Global System Integrators and technology partners. He holds a Bachelor of Science from Princeton University.

His career shows a deep and consistent focus on leveraging global alliances to drive sales and create differentiated joint solutions in the network visibility sector.

Personality Overview

Imaginative

Full Of Energy

Big Picture Person

They are friendly, approachable and love to make new connections.  They are always positive and upbeat, so take their promises with a pinch of salt. They are not always early adopters but can be pursuaded by leveraging strong relationships.

Topics They Care About

Strategic Alliances
His career at Cubro, Gigamon, and Ixia has been dedicated to building worldwide strategic alliances and technology partnership programs to drive growth.
Go-To-Market Strategy
He develops go-to-market strategies with partners, creating joint solutions with innovative marketing and selling techniques to shorten sales cycles.
Channel Development
As VP of Americas, he is directly responsible for corporate development, sales, and global alliances, including reseller channels, across the Americas.

Media Appearances

Dave has no verified media appearances

Work History

8-2023
VP of Americas at Cubro Network Visibility
4-2021 - 8-2023
Vice President Of Strategic Alliances at Cubro Network Visibility
11-2019 - 3-2021
Sr. Director Strategic Alliances at Gigamon
1-2017 - 11-2019
Sr. Director Global Alliances - Sales at Ixia
9-2012 - 11-2019
Director of Business Development and Strategic Alliances - Sales at Ixia

Education

Bachelor of Science (B.S.) from Princeton University

More Information

Social Presence :

Prographics :

Exp : 19 Location : Bradenton, Florida, United States Job Level : Senior Designation : VP of Americas at Cubro Network Visibility
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Insights For Selling To Dave

During A Call Or A Meeting

DO's

  • Talk anecdotally about the customer experience that your product offers
  • Use adjectives like ‘amazing’, ‘coolest’, ‘unbelievable’ etc.
  • Do some small talk, ask them how things are going on their side

DONT's

  • Don’t push them to make a decision too fast, let them get comfortable first
  • Don’t be too formal, focus on building comfort and trust
  • Avoid overloading them with too much detail

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Dave is

  • Relationship and rapport can play an important role, sometimes more than the other factors.
  • Will you ever get a clear answer from Dave

  • They will probably never say no directly, you have to make that decision yourself.

Insights For Deal Planning

    How fast (or slow) will Dave move?

  • They are not the quickest decision makers, their friendly attitude could be misleading.
  • Can Dave take some risk or not?

  • They can accept limited risks, ones that they think will not impact them personally.

You And Dave

Personality Compatibility


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