David Hulbert

Collaborator
DISC Type : is

VP, Global Technical Support - Identity at Palo Alto Networks

Burlington, Ontario, Canada

Overview

David has no verified overview

Personality Overview

Fair-minded

Appreciative

Consensus Builder

They are more likely to go for proven solutions.  Unlike D or C types, they are calm as well as friendly and can give the impression of being more receptive than they actually are. Win-win scenarios can appeal strongly to them.

Topics They Care About

David has no verified topics they care about

Media Appearances

David has no verified media appearances

Work History

2-2026
VP, Global Technical Support - Identity at Palo Alto Networks
5-2021 - 2-2026
Global Vice President, Customer Support at CyberArk
1-2021 - 5-2021
Vice President, Global Solutions & Cloud Support at VMware
7-2019 - 1-2021
Vice President, Global Premier Support at VMware
7-2015 - 7-2019
Senior Director, Global Premier Support at VMware

Education

1993 - 1997
B.A. from Miami University

More Information

Social Presence :

Prographics :

Exp : 26 Location : Burlington, Ontario, Canada Job Level : Senior Designation : VP, Global Technical Support - Identity at Palo Alto Networks
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Insights For Selling To David

During A Call Or A Meeting

DO's

  • Take time to make them feel comfortable before getting to the main pitch
  • Use testimonials, case studies to show them why it is a low-risk, high-value decision
  • Show them how they look good by making this decision

DONT's

  • Don’t sound very transactional
  • Avoid unnecessary confrontation if it arises incidentally
  • Don’t push them to make decisions very fast, let them take their time

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with David is

  • Relationship and rapport play a major role, followed by low risk and the presence of proof points.
  • Will you ever get a clear answer from David

  • They are diplomatic when the need arises; they hardly ever say a direct no.

Insights For Deal Planning

    How fast (or slow) will David move?

  • They can take their time to reach decisions, even while they stay engaged and friendly.
  • Can David take some risk or not?

  • They are unlikely to take many risks.

You And David

Personality Compatibility


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