Ed Iwanski

Questioner
DISC Type : c

Director Of Infrastructure at Hilb Group

Richmond, Virginia, United States

Overview

Ed Iwanski is a Director of Infrastructure with over two decades of experience delivering IT solutions for complex business needs. He specializes in managing enterprise-class networks and implementing projects across private, public, and hybrid cloud environments, with a focus on controlling cloud consumption costs. He holds a Cisco Certified Network Associate Security certification.

He recently completed a course on Docker, showcasing an interest in containerization technologies.

Personality Overview

Value Seeker

Price-Sensitive

Not Easily Convinced

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  They are more likely than others to negotiate on pricing and terms. They prefer to do thorough analysis of any situation.

Topics They Care About

Hybrid Cloud Strategy
At a previous company, he led the expansion from traditional data centers into a modern hybrid cloud model leveraging Microsoft Azure for greater flexibility and on-demand services.
Agile Infrastructure
He has expressed admiration for partners who can stand up networking infrastructure quickly, indicating a preference for agile and rapid deployment of IT resources.
Cloud Cost Control
His professional summary highlights a consistent ability to meet budget expectations by actively managing and controlling cloud consumption costs.

Media Appearances

Ed has no verified media appearances

Work History

8-2020
Director Of Infrastructure at Hilb Group
12-2019 - 8-2020
Infrastructure Manager at Allianz Partners at Allianz Partners
6-2015 - 12-2019
Infrastructure Manager at Fusion.com
10-2014 - 6-2015
Level 3 Support Engineer at IPC Technologies
6-2004 - 10-2014
MIS Manager & Systems Engineer at Chesapeake Capital Corporation

Education

2001 - 2002
Associate's degree from ECPI University
1982 - 1984
Associate's degree from UCNJ Union College of Union County, NJ

More Information

Social Presence :

Prographics :

Exp : 21 Location : Richmond, Virginia, United States Job Level : Mid-senior Designation : Director Of Infrastructure at Hilb Group
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Insights For Selling To Ed

During A Call Or A Meeting

DO's

  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Tell them that you will come back if you don’t have a good answer for a question
  • If you have a lower priced product compared to the competition, call out the same

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t try to be too friendly or informal with them
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Ed is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Ed

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Ed move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Ed take some risk or not?

  • They can take some risk if they are confident that they have analyzed the circumstances well.


You And Ed

Personality Compatibility


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