Eric Koch

Initiator
DISC Type : Di

Director of Demand Generation at Schellman

Washington DC-Baltimore Area, United States

Overview

Eric is a B2B growth marketing leader with over a decade of experience in SaaS and professional services. As Director of Demand Generation at Schellman, he architects GTM engines and executes demand strategies to drive predictable revenue. Colleagues describe him as innovative, performance-driven, and a supportive leader.

He holds a Bachelor of Science from Virginia Tech and an MBA from the University of Phoenix, along with a certification in Generative AI for Digital Marketers.

Personality Overview

Impact-Oriented

Risk-Accepting

Friendly Challenger

They don’t mind taking a stand if they believe in something.  They measure a product on its merit but can be influenced by strong testimonials. They usually prefer to drive the conversation.

Topics They Care About

GTM Engines
His professional focus is on architecting and executing Go-to-Market strategies that align marketing and sales to drive revenue growth for B2B tech and service firms.
AI Governance
He recently highlighted the growing importance of AI governance, noting that it is quickly shifting from a discussion topic to a critical compliance requirement for businesses.
Account-Based Marketing
He has extensive experience transforming ABM programs into full-funnel growth engines. A former colleague noted that he "obsesses over it in the best possible way. "

Media Appearances

Eric has no verified media appearances

Work History

2-2026
Director of Demand Generation at Schellman
2-2024 - 2-2026
Director of Account Based Marketing (ABM) at Unanet
7-2021 - 2-2024
Marketing Director/ABM at Coalfire
6-2019 - 7-2021
Marketing Manager at RoboMQ
6-2016 - 6-2019
Founder and Principal at The Creative Marketing Zone

Education

Bachelor of Science - BS from Virginia Tech
Master of Business Administration - MBA from University of Phoenix

More Information

Social Presence :

Prographics :

Exp : 21 Location : Washington DC-Baltimore Area, United States Job Level : Mid-senior Designation : Director of Demand Generation at Schellman
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Insights For Selling To Eric

During A Call Or A Meeting

DO's

  • Get them to a point where they are ready to bat for your product internally
  • Acknowledge their status and position during the conversation
  • Look like someone who is on top of their game

DONT's

  • Don’t be too verbose or overly friendly; a little bit, however, is fine
  • Don't be unorganized, be prepared for the pitch
  • Avoid focusing only on the product or its ROI, keep building trust subtly

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Eric is

  • Confidence in the product’s value is critical, followed by relationship and a sense of achievement.
  • Will you ever get a clear answer from Eric

  • They will not hesitate to say no if they do not develop conviction.

Insights For Deal Planning

    How fast (or slow) will Eric move?

  • They can take fast decisions if they develop conviction in the product and find you trustworthy.
  • Can Eric take some risk or not?

  • They have the capability of taking risky decisions if necessary.

You And Eric

Personality Compatibility


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