Frank Mashatan

Questioner
DISC Type : c

Strategic Account Manager at CodeEye

Greater Toronto Area, Canada

Overview

Frank is a Mid-Market Account Executive at CodeEye, specializing in technology and capital markets. An alumnus of the Schulich School of Business with both a BBA and MBA, he possesses deep expertise in cybersecurity and B2B sales. He also holds a certification in Generative AI for Sales and Services Professionals.

His career uniquely bridges experience from institutional sales and asset management at Setter Capital Inc. to his current focus on threat and vulnerability management in the technology sector.

Personality Overview

Price-Sensitive

Not Easily Convinced

Cautious & Analytical

It is quite likely of them to ask for pricing or other concessions.  They generally do not appreciate an overfriendly approach and prefer to stay to-the-point. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Cybersecurity Sales
His career at CodeEye and Security Compass is focused on B2B sales for vulnerability management and cybersecurity solutions.
Vulnerability Management
This is a recurring and core skill listed across his most recent roles in the application security industry.
Generative AI in Sales
He holds a professional certification in applying generative AI specifically for sales and services professionals.

Media Appearances

Frank has no verified media appearances

Work History

10-2024
Strategic Account Manager at CodeEye
10-2023
Mid-Market Account Executive at CodeEye
2-2022 - 10-2023
Enterprise Business Development Representative at Security Compass
3-2021 - 3-2022
Enterprise Business Development Representative at Jonas Club Software
5-2017 - 3-2021
Institutional Sales Associate, Funds Group at Setter Capital Inc.

Education

Bachelor of Business Administration from Schulich School of Business - York University
Master of Business Administration (MBA) from Schulich School of Business - York University

More Information

Social Presence :

Prographics :

Exp : 16 Location : Greater Toronto Area, Canada Job Level : N/A Designation : Strategic Account Manager at CodeEye
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Insights For Selling To Frank

During A Call Or A Meeting

DO's

  • Share as much information as possible regarding your product
  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Tell them that you will come back if you don’t have a good answer for a question

DONT's

  • Don’t try to be too friendly or informal with them
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Frank 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 Frank

  • 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 Frank move?

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

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Frank

Personality Compatibility


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