Dave Richards

Sharpshooter
DISC Type : CD

Staff Architect at IQVIA

Hackensack, New Jersey, United States

Overview

Dave Richards is a Staff Architect at IQVIA with over two decades of experience helping businesses optimize operations through technology. He has a strong background in presales and delivery, specializing in business process automation and Generative AI. He holds a Bachelor of Arts from New York University and is a certified LeanIX practitioner.

Colleagues and clients describe Dave as a highly creative technical expert and an "ultimate lateral thinker. " He is recognized for his ability to solve business problems by getting to the root of an issue and finding a technological solution.

He has successfully led technical presales and post-sales delivery across the finance, law, manufacturing, entertainment, and healthcare industries.

Personality Overview

ROI Driven

Rigorous & Demanding

Precise But Practical

They like to be in a position where they can control the conversation and terms.  They are not focused on building rapport and relationships. They are very proud of what they do.

Topics They Care About

Generative AI & WatsonX
Established himself as an organizational thought leader in Generative AI and WatsonX solutions, delivering compelling sales presentations and demos on the technologies.
Business Process Automation
His headline and a recommendation from a colleague highlight his deep understanding and expertise in Robotic Process Automation (RPA) and broader automation strategies.
Enterprise Architecture
His current role as Staff Architect and recent SAP LeanIX certifications indicate a strong focus on designing high-level system architectures and promoting API-first strategies.

Media Appearances

Dave has no verified media appearances

Work History

9-2024
Staff Architect at IQVIA
4-2016 - 5-2024
Presales and Delivery Lead/Senior Architect at Converge Technology Solutions Corp.
3-2007 - 4-2016
Senior Applications Engineer at Cleary, Gottlieb, Steen & Hamilton LLP
5-1999 - 3-2007
Senior Associate of Digital Archive Group at UBS

Education

1994 - 1999
Bachelor of Arts (B.A.) from New York University

More Information

Social Presence :

Prographics :

Exp : 26 Location : Hackensack, New Jersey, United States Job Level : Senior Designation : Staff Architect at IQVIA
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Insights For Selling To Dave

During A Call Or A Meeting

DO's

  • Refer to testimonials from well-known industry leaders
  • Hold your ground without indulging in one-upmanship
  • Use phrases like ‘it’s your decision’, ‘strategic impact’ etc.

DONT's

  • Don’t focus on process and rules, give the impression of being a ‘gets it done’ person
  • Don't try too hard to forge relationships with them
  • Do not hesitate from asking counter questions, just avoid challenging their authority

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Dave is

  • Conviction around the impact matters the most to them, followed by a sense of achievement and ROI.
  • Will you ever get a clear answer from Dave

  • If they are not convinced, they will say no without any hesitation.

Insights For Deal Planning

    How fast (or slow) will Dave move?

  • They can take decisions very fast if you manage to convince them.
  • Can Dave take some risk or not?

  • The risks don’t matter much to them.

You And Dave

Personality Compatibility


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