Edward Shay

Questioner
DISC Type : c

Vice President Finance IBM Software at IBM

White Plains, New York, United States

Overview

Edward is a seasoned finance executive with extensive senior management experience at IBM, specializing in the IT sector. As a Certified Public Accountant and graduate of Baruch College, he has expertise in financial performance, pricing, and enterprise risk management. He has held multiple VP of Finance roles, driving high-value financial outcomes for IBMs software and technology divisions.

Having lived in China for five years, Edward gained significant international business experience, adding a global perspective to his financial acumen. This experience complements his professional background by providing him with a nuanced understanding of global market dynamics and operations. He aims to leverage this unique blend of skills.

He co-developed and filed a patent for a cognitive technology, the Scenario Planning Advisor, to identify and manage emerging business risks.

Personality Overview

Cautious & Analytical

Systematic

Not Easily Convinced

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  They prefer to analyze every situation thoroughly.
 While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Enterprise Risk Management
Served as Chief Risk Officer at IBM, contributed to a technology white paper, and co-developed a patented cognitive technology for managing emerging enterprise risk.
Hybrid Cloud Finance
As VP of Finance for IBM Cloud, he was responsible for the pricing, forecasting, and financial performance of the entire hybrid cloud technology portfolio.
International Business
Lived in China for five years, gaining international business experience which he considers a key complement to his financial expertise.

Media Appearances

Edward has no verified media appearances

Work History

11-2021
Vice President Finance IBM Software at IBM
1-2018 - 11-2021
Vice President, Finance And Operations, IBM Cloud & Cognitive Software at IBM Corporation
11-2015 - 12-2017
Chief Risk Officer & Vice President of Pension Management at IBM Corporation
3-2014 - 10-2015
Vice President Finance & Planning, IBM Global Technology Services at IBM Corporation
2-1982 - 8-1990
Audit Manager at Arthur Andersen & Co.

Education

Bachelor of Business Administration (BBA) from Baruch College

More Information

Social Presence :

Prographics :

Exp : 20 Location : White Plains, New York, United States Job Level : Senior Designation : Vice President Finance IBM Software at IBM
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Insights For Selling To Edward

During A Call Or A Meeting

DO's

  • 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
  • Emphasise more on facts and measurable benefits

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Avoid rushing them, be polite and patient
  • 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 Edward is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Edward

  • 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 Edward move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Edward take some risk or not?

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


You And Edward

Personality Compatibility


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