Ed Galarza

Critic
DISC Type : C

Technical Director - Cyber Intrusion Analysis at United States Department of War

Washington DC-Baltimore Area, United States

Overview

Ed has no verified overview

Personality Overview

Information Seeker

Critic

Negotiator

Unless the value is proven by data, they are unlikely to value fancy features.  They prefer to analyze logically and value objective facts over emotions. It is very likely that they will negotiate pricing or other important terms.

Topics They Care About

Ed has no verified topics they care about

Media Appearances

Ed has no verified media appearances

Work History

8-2024
Technical Director - Cyber Intrusion Analysis at United States Department of War
9-2022 - 8-2024
ICS/SCADA/OT Critical Infrastructure Cyber Threats Expert at United States Department of War
12-2019 - 9-2022
Senior Cyber Intrusion Analyst at United States Department of War
12-2011 - 9-2013
Information Security Analyst at Florida Power & Light
5-2008 - 12-2011
Network Security Engineer at Florida Power & Light

Education

Masters of Engineering from Naval Postgraduate School
Cyber Warfare Certificate from Naval Postgraduate School

More Information

Social Presence :

Prographics :

Exp : 17 Location : Washington DC-Baltimore Area, United States Job Level : Mid-senior Designation : Technical Director - Cyber Intrusion Analysis at United States Department of War
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Insights For Selling To Ed

During A Call Or A Meeting

DO's

  • Keep some extra margin while sharing pricing, they are likely to negotiate later
  • If you can, show them industry reports or analyst comments instead of sharing anecdotal stories
  • Be formal and objective, they will appreciate it more

DONT's

  • Don’t try too hard to build a relationship with them
  • Don’t try to give too many examples of other users, they like to make their own decisions
  • Do not use very emotional or colorful language

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Ed is

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

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

Insights For Deal Planning

    How fast (or slow) will Ed move?

  • Their decision-making is neither very fast nor very slow, they are somewhere in between.
  • Can Ed take some risk or not?

  • They can take risks if their analysis shows that it would be worth it.

You And Ed

Personality Compatibility


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