David Midkiff

Trailblazer
DISC Type : DI

Area Vice President of Sales - South & LATAM at Cato Networks

Atlanta, Georgia, United States

Overview

David Midkiff is a strategic technology sales executive with over 20 years of experience building high-performing teams for global leaders like Cisco and World Wide Technology. As the Area Vice President of Sales at Cato Networks, he leads the South and LATAM regions. He holds a Bachelor of Arts from Miami University.

Colleagues describe him as a professional, focused, and dedicated leader who is brilliant at his work and has a unique ability to connect with people on a personal level.

While at Cisco, he was the sales leader responsible for managing the relationship with General Electric (GE), one of the companys largest global accounts.

Personality Overview

Values Relationships

Persuasive

Charismatic

They are more likely to be open to unproven but exciting technologies.  They like to keep things under control. They are charming and have the ability to align others behind their decisions.

Topics They Care About

SASE Architecture
As a leader at Cato Networks, a SASE pioneer, he frequently promotes the value of converging networking and security into a single cloud-native platform.
AI in Security
He shares content on how AI-powered platforms can unify security and network operations, reducing alert fatigue and providing clarity for IT teams.
Network Resilience
He is focused on the architectural weaknesses of SASE platforms that rely on hyperscalers, advocating for more robust and independent network infrastructures.

Media Appearances

David has no verified media appearances

Work History

8-2025
Area Vice President of Sales - South & LATAM at Cato Networks
7-2024 - 7-2025
Area Sales Director - Southeast at Cato Networks
11-2021 - 5-2024
Southeast Area Vice President, US Enterprise East at World Wide Technology
8-2018 - 11-2021
Regional Sales Director at World Wide Technology
2011 - 2018
Director of Sales at Cisco

Education

Bachelor of Arts - BA from Miami University

More Information

Social Presence :

Prographics :

Exp : 30 Location : Atlanta, Georgia, United States Job Level : Senior Designation : Area Vice President of Sales - South & LATAM at Cato Networks
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Insights For Selling To David

During A Call Or A Meeting

DO's

  • Showcase existing customers and use case-studies to grab their attention
  • Address your competition clearly and confidently
  • Use phrases like ‘your decision will’, ‘you will impact’ etc.

DONT's

  • Don’t hesitate from asking questions or pushing them, but take a friendly approach
  • Do not look like someone who doesn’t know what they are talking about
  • Avoid unnecessary negativity or slowness

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with David is

  • Relationship and product conviction matter equally, followed by a sense of achievement.
  • Will you ever get a clear answer from David

  • If they are not convinced, they will say no albeit in a friendly manner.


Insights For Deal Planning

    How fast (or slow) will David move?

  • If you earn their trust and they develop faith in the product, they can make decisions quickly.
  • Can David take some risk or not?

  • They can take risks if necessary.

You And David

Personality Compatibility


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