Dorcia Jolliff

Examiner
DISC Type : cs

Vice President, CIO and Digital Transformation Executive, Lockheed Martin - RMS at Lockheed Martin

Denver Metropolitan Area, United States

Overview

Dorcia has no verified overview

Personality Overview

Unexpressive

Process Oriented

Tough To Convince

They are heavily focused on quality and prefer doing things the right way, even if it takes time.  Being observant comes to them naturally. They tend to have clarity about their needs and constraints, and are unlikely to over-promise.

Topics They Care About

Dorcia has no verified topics they care about

Media Appearances

Dorcia has no verified media appearances

Work History

3-2022
Vice President, CIO and Digital Transformation Executive, Lockheed Martin - RMS at Lockheed Martin
2-2020 - 6-2022
Vice President and CIO, Lockheed Martin - Space at Lockheed Martin
10-2018 - 2-2020
Chief Engineer and Deputy to the VP of Engineering at Lockheed Martin
1-1999 - 7-2003
Consultant at Accenture

Education

2005 - 2007
MBA from Crummer Graduate School of Business at Rollins College
2001 - 2003
Master of Science (MS) from Northeastern University

More Information

Social Presence :

Prographics :

Exp : 11 Location : Denver Metropolitan Area, United States Job Level : Leadership Designation : Vice President, CIO and Digital Transformation Executive, Lockheed Martin - RMS at Lockheed Martin
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Insights For Selling To Dorcia

During A Call Or A Meeting

DO's

  • Ask them which other stakeholders would be important for this purchase decision
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them
  • First of all, focus on building their confidence by sharing examples, case studies etc.

DONT's

  • Don't rely on relationship building even if they act pleasantly
  • Avoid getting into storytelling mode, especially when they ask specific questions
  • Don't be very accepting if that is your natural style, stay firm

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Dorcia is

  • For them, low risk and acceptance by others are very important, followed by proof of ROI.
  • Will you ever get a clear answer from Dorcia

  • They don’t say no often, they push out the decisions or keep going around in circles.

Insights For Deal Planning

    How fast (or slow) will Dorcia move?

  • They do not like to take decisions in a hurry, so they could be slow in making their mind up.
  • Can Dorcia take some risk or not?

  • They are low on risk-appetite and prefer to make informed decisions.

You And Dorcia

Personality Compatibility


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