David Souto

Critic
DISC Type : C

Global CISO at Exolum

Madrid, Community of Madrid, Spain

Overview

David has no verified overview

Personality Overview

Critic

Precise

Negotiator

They like to take decisions independently and do not seek others' support often.  They don’t appreciate bells and whistles unless backed by data. They are quite likely to negotiate on pricing or other key terms.

Topics They Care About

David has no verified topics they care about

Media Appearances

David has no verified media appearances

Work History

1-2026
Global CISO at Exolum
7-2021 - 1-2026
Enterprise Security Architect at Airbus
7-2018 - 6-2021
CyberSecurity specialist at Deloitte
5-2015 - 6-2018
Cybersecurity Specialist at Deloitte
4-2014 - 5-2015
IT Risk consultant at PwC

Education

2008 - 2013
Telecommunication Engineering from Tecnun, Universidad de Navarra
2012 - 2012
Information Technology from National School of Computer Science and Applied Mathematics of Grenoble

More Information

Social Presence :

Prographics :

Exp : 12 Location : Madrid, Community of Madrid, Spain Job Level : N/A Designation : Global CISO at Exolum
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Insights For Selling To David

During A Call Or A Meeting

DO's

  • Use phrases like ‘expect X% improvement’, ‘data clearly shows’ etc.
  • Be ready for penetrating questions and critical examination of your pitch
  • Don’t forget to mention how you compare to competition on both features and pricing

DONT's

  • Avoid phrases like ‘trust me’, ‘others just love’ etc.
  • Don’t rush them till they have clearly gotten all the necessary information
  • Don’t try too hard to build a relationship with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with David is

  • Proof of ROI, low pricing and objective proof points are the important factors for them.
  • Will you ever get a clear answer from David

  • They do not mind saying no if they believe that it is the right decision.

Insights For Deal Planning

    How fast (or slow) will David move?

  • They are neither the fastest nor the slowest decision makers, they are somewhere in the middle.
  • Can David take some risk or not?

  • They can bear some risk if their analysis backs the decision.

You And David

Personality Compatibility


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