Gabriel De Lange

Questioner
DISC Type : c

Field Enterprise Account Executive at Amazon Web Services (AWS)

Alexandria, Virginia, United States

Overview

Gabriel de Lange is a Field Enterprise Account Executive at Amazon Web Services, where he has risen from an intern to an award-winning salesperson, earning the Enterprise MVP for 2022. A thoughtful professional with a degree from the University of Navarra, he holds AWS certifications in Machine Learning and Generative AI.

Gabriel possesses a global perspective, having complemented his bachelors degree in Spain with an intensive course at Yokohama City University in Japan. This international academic experience highlights an interest in diverse cultures and environments outside of his professional work.

His career at AWS began unexpectedly when his summer internship was canceled during lockdown, only for him to receive an interview request from AWS a week later.

Personality Overview

Value Seeker

Systematic

Not Easily Convinced

They prefer to analyze every situation thoroughly.
  They are more likely than others to negotiate on pricing and terms. They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

AI & Machine Learning
Recently earned his AWS Machine Learning Engineer certification, which he found challenging but valuable for understanding the underlying technology.
Generative AI
Holds a foundational certification in Generative AI from AWS and actively promotes related tools like Amazon Q Developer.
Enterprise Cloud Sales
His entire career at AWS has focused on enterprise sales, progressing from an intern to a Field Enterprise Account Executive and winning an MVP award.

Media Appearances

Gabriel has no verified media appearances

Work History

6-2024
Field Enterprise Account Executive at Amazon Web Services (AWS)
1-2023 - 6-2024
Enterprise Account Executive at Amazon Web Services (AWS)
1-2022 - 4-2023
Enterprise Associate Account Executive at Amazon Web Services (AWS)
6-2020 - 8-2020
Demand Generation Sales Intern at Amazon Web Services (AWS)
6-2019 - 8-2019
Project Manager / Sales Supervisor at Designs Ligna, Inc.

Education

2017 - 2021
Bachelor's from University of Navarra
2019 - 2019
Intensive Course from Yokohama City University

More Information

Social Presence :

Prographics :

Exp : 4 Location : Alexandria, Virginia, United States Job Level : Junior Designation : Field Enterprise Account Executive at Amazon Web Services (AWS)
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Insights For Selling To Gabriel

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 depend too much on anecdotal evidence, it reduces their confidence
  • 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 Gabriel is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Gabriel

  • 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 Gabriel move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Gabriel take some risk or not?

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


You And Gabriel

Personality Compatibility


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