David Bate

Questioner
DISC Type : c

Senior Vice President, Sales at Equinix

Singapore, Singapore

Overview

David Bate is the Senior Vice President of Sales for Equinix in the Asia-Pacific region. His career includes leadership roles as Vice President at VMware and IBM, where he specialized in cloud, hybrid cloud, and middleware. He holds degrees in Engineering and Commerce from the University of Canterbury and Victoria University of Wellington.


He recently celebrated the launch of JK1, Equinixs first data center in Indonesia, a key asset for the nations digital infrastructure.

Personality Overview

Cautious & Analytical

Price-Sensitive

Value Seeker

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  They are more likely than others to negotiate on pricing and terms. They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

AI Infrastructure
Recently spoke at Equinix Engage in Singapore about future-proofing AI infrastructure and unlocking its transformative potential for businesses.
APAC Market Expansion
He is leading Equinix's growth in Southeast Asia, including the recent launch of the company's first data center in Indonesia (JK1).
Adaptive Leadership
He recently hosted a masterclass on leading and adapting in a business world that is constantly being disrupted by AI and macroeconomic pressures.

Media Appearances

Getting to Know our Asia-Pacific Leader – David Bate. Featured in Equinix Blog (Interconnections)

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David Bate, Author at Interconnections – The Equinix Blog. Featured in Equinix Blog (author page)

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Work History

6-2022
Senior Vice President, Sales at Equinix
9-2018 - 6-2022
Vice President, Cloud at VMware
1-2016 - 9-2017
Vice President, Hybrid Cloud, Asia Pacific at IBM
1-2015 - 12-2015
Vice President, Middleware, Asia Pacific at IBM
1-2014 - 12-2014
Vice President, Software Sales & Operations, Asia Pacific at IBM

Education

1990 - 1995
Bachelor of Commerce (BCom) from Victoria University of Wellington
1985 - 1987
Bachelor of Engineering (BEng from University of Canterbury

More Information

Social Presence :

Prographics :

Exp : 21 Location : Singapore, Singapore Job Level : Leadership Designation : Senior Vice President, Sales at Equinix
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Insights For Selling To David

During A Call Or A Meeting

DO's

  • Back up any claims with data and numbers
  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Share as much information as possible regarding your product

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Don’t try to be too friendly or informal with them
  • Don’t depend too much on anecdotal evidence, it reduces their confidence

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with David is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from David

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will David move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can David take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And David

Personality Compatibility


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