Eddie Sanchez, MBA, ACC

Captain
DISC Type : SD

Global Sales Director at LANSA

Austin, Texas, United States

Overview

Eddie is the Global Sales Director at LANSA and an ICF Certified Coach with an MBA from Oklahoma City University. He leads his team with a focus on go-to-market strategy for IBM i solutions. Colleagues and mentees consistently describe him as authentic, compassionate, and an outstanding mentor who leads with integrity.

Outside of his sales leadership, Eddie is a dedicated father who champions the pursuit of a sustainable harmony between professional ambition and personal well-being. He is passionate about coaching professionals from all sectors to achieve genuine work-life balance, extending his mentorship beyond the realm of sales to fundamental personal development.

He fulfilled a long-held personal goal by serving as an Adjunct Professor of Business at Concordia University Texas.

Personality Overview

Output-Driven

Decisive But Calm

Dynamic But Sincere

They might take some time to make their mind up but once they do, they don't change it easily.  They are very professional in their approach and can weigh multiple perspectives together. They exhibit a rare combination of being result-oriented but patient at the same time.

Topics They Care About

Mentorship & Coaching
As an Associate Certified Coach (ACC), he is dedicated to helping professionals hone their skills and strategically position themselves for career growth and work-life balance.
Go-to-Market Strategy
His current role involves leading the global application of LANSA's Go-to-Market strategy, shifting focus from low-code to specialized IBM i solutions.
Work-Life Balance
A core part of his coaching philosophy is guiding individuals to find a "sustainable harmony between professional ambition and personal well-being. "

Media Appearances

Eddie has no verified media appearances

Work History

4-2024
Global Sales Director at LANSA
2-2019 - 12-2023
National Senior Sales Manager at Dell Technologies
10-2014 - 12-2018
Enterprise Account Executive at Oracle
8-2012 - 12-2018
Adjunct Professor of Business at Concordia University Texas
1-2002 - 12-2013
Senior Regional Sales Manager at Xerox

Education

8-2022 - 12-2022
Continuing and Professional Education from University of California, Davis
1988 - 1990
Master of Business Administration - MBA from Oklahoma City University

More Information

Social Presence :

Prographics :

Exp : 27 Location : Austin, Texas, United States Job Level : Mid-senior Designation : Global Sales Director at LANSA
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Insights For Selling To Eddie

During A Call Or A Meeting

DO's

  • You can spend time on BANT (or other qualification methodology) but keep it to the point
  • Ask them at the end if they see a strong value prop in your product; expect an honest answer
  • Let them know of potential risks but suggest mitigation methods alongside

DONT's

  • Don't shy away from asking hard questions, but be extra polite
  • Don't focus too much on mutual contacts or bother about other stakeholders, focus on them
  • Don't get into pricing discussions early on, steer conversation towards proven results

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Eddie is

  • Strong proof of impact and their conviction will matter the most, but they wouldn't want to act unilaterally either
  • Will you ever get a clear answer from Eddie

  • They will say no if they are not convinced but you will have to prompt them.

Insights For Deal Planning

    How fast (or slow) will Eddie move?

  • They will want to understand things well but can move fast once they have a clear picture.
  • Can Eddie take some risk or not?

  • They have good risk tolerance but are likely to think it through once or twice.

You And Eddie

Personality Compatibility


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