Eric Gray

Captain
DISC Type : DS

Senior Director, Sales Engineering Enterprise - North America at NETSCOUT

Carlsbad, California, United States

Overview

Eric has no verified overview

Personality Overview

Decisive But Calm

Dynamic But Sincere

Planner & Achiever

They exhibit a rare combination of being result-oriented but patient at the same time.  Reading between the lines and seeing beyond your words comes naturally to them. They are very professional in their approach and can weigh multiple perspectives together.

Topics They Care About

Eric has no verified topics they care about

Media Appearances

Eric has no verified media appearances

Work History

9-2024
Senior Director, Sales Engineering Enterprise - North America at NETSCOUT
12-2018 - 10-2024
Sales Engineering Director at NETSCOUT
10-2011
Chief Solutions Architect at NETSCOUT
7-2004 - 11-2007
Systems Engineering Director at Network General
10-2003 - 7-2004
Systems Engineering Director at Network Associates

Education

1988 - 1992
BSEE from University of Memphis

More Information

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Exp : 29 Location : Carlsbad, California, United States Job Level : Senior Designation : Senior Director, Sales Engineering Enterprise - North America at NETSCOUT
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Insights For Selling To Eric

During A Call Or A Meeting

DO's

  • Focus on the results that your product produces, expect some strategic questions in return
  • During followups, use phone or text if needed, they should be fine
  • You can spend time on BANT (or other qualification methodology) but keep it to the point

DONT's

  • 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
  • Don't go over them unless you are left with no other option

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Eric 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 Eric

  • 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 Eric move?

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

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

You And Eric

Personality Compatibility


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