Don McCarthy

Examiner
DISC Type : cs

Vice President of Sales - State and Local Government at CDW•G

Greater Chicago Area, United States

Overview

Don McCarthy is the Vice President of Sales for State and Local Government at CDW, where he leads a team of over 200 sales professionals. A seasoned technology executive with an MBA from DePaul Driehaus College of Business, he specializes in strategic planning and driving revenue growth. Colleagues describe him as innovative and detail-oriented.

Based on his professional history in Texas and his educational background in Illinois, Don has strong ties to both the Houston and Chicago areas. He maintains an active interest in Northern Illinois University, his alma mater, reflecting a lasting connection to the institution.

Unique fact: In a prior role, Don was CDWs energy lead, focusing on the unique technology needs of Oil, Gas, and Utility customers.

Personality Overview

Status Quo Seeker

Tough To Convince

Process Oriented

They are always well-planned and adopt a systematic approach.  They tend to be clear about their needs and limitations and are unlikely to promise too much. Being observant comes to them naturally.

Topics They Care About

GovTech Modernization
He frequently shares content on how state and local governments can modernize aging infrastructure, such as using DCaaS, to improve services for citizens.
AI in Government
Don is interested in the application of AI, like sophisticated chatbots and virtual assistants, to enhance how government agencies serve the public 24/7.
Public Safety Tech
He follows developments in technology for public safety, including initiatives like FirstNet workshops aimed at improving coverage for first responders.

Media Appearances

Don has no verified media appearances

Work History

8-2025
Vice President of Sales - State and Local Government at CDW•G
5-2021 - 8-2025
Director of Sales – State and Local Government at CDW
2-2020 - 5-2021
District Sales Manager - South Texas Major Accounts at CDW
2-2017 - 2-2020
District Sales Manager - Houston at CDW
5-2003 - 4-2007
Senior technical marketing analyst at Experian

Education

2007 - 2008
MBA from DePaul Driehaus College of Business
2000 - 2000
Web Development and Java from IIT

More Information

Social Presence :

Prographics :

Exp : 15 Location : Greater Chicago Area, United States Job Level : Senior Designation : Vice President of Sales - State and Local Government at CDW•G
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Insights For Selling To Don

During A Call Or A Meeting

DO's

  • Expect them to be slow and cautious, encourage them to ask more questions
  • First of all, focus on building their confidence by sharing examples, case studies etc.
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them

DONT's

  • Don't push them too hard to make fast decisions, give them time
  • Don't be very accepting if that is your natural style, stay firm
  • Avoid getting into storytelling mode, especially when they ask specific questions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Don is

  • Proof of usage by others in the industry, case studies showing ROI are likely to work the best with them.
  • Will you ever get a clear answer from Don

  • Often, they don't say no, or keep going about it in circles.

Insights For Deal Planning

    How fast (or slow) will Don move?

  • They are some of the slowest movers and take their time reaching decisions.
  • Can Don take some risk or not?

  • They have very low acceptance of risk even if they do not say it directly.

You And Don

Personality Compatibility


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