Gaetan Spake

Commander
DISC Type : D

VP Channel Sales | VP Partner Accounts at Tungsten Automation

Port St Joe, Florida, United States

Overview

Gaetan has no verified overview

Personality Overview

Very Quick

Candid & Clear

Impact-Driven

They do not care very much about building rapport or relationships.  They respond better to strong and respectful interactions. They are less concerned about the product and more about its potential impact.

Topics They Care About

Gaetan has no verified topics they care about

Media Appearances

Gaetan has no verified media appearances

Work History

1-2022 - 1-2025
VP Channel Sales | VP Partner Accounts at Tungsten Automation
7-2011 - 12-2021
Director Channel Strategy and Programs at Kofax Inc (previously Nuance Document Imaging)
3-2005 - 12-2011
Vice President, Product Management & WW Business Development at Equitrac
11-2003 - 12-2004
Director Sales & Marketing at SYSTECH International
6-1999 - 8-2003
Dir Product Mktg/Business Development at EFI / earlier Splash Technology

Education

1985 - 1988
MS equivalent from Ecole Centrale de Paris (ECAM)

More Information

Social Presence :

Prographics :

Exp : N/A Location : Port St Joe, Florida, United States Job Level : N/A Designation : VP Channel Sales | VP Partner Accounts at Tungsten Automation
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Insights For Selling To Gaetan

During A Call Or A Meeting

DO's

  • When negotiating terms, help them build an impression that they are the ones calling the shots
  • Speak about competitive differentiation that your product offers
  • Make sure that you circle back fast on any action items, it wins their trust

DONT's

  • Don’t take too much time in sending them information if they ask for any
  • Do not back off when challenged, respond with a confident, objective answer instead
  • Avoid being too verbose

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Gaetan is

  • Conviction around the impact matters the most to them, followed by a sense of achievement and ROI.
  • Will you ever get a clear answer from Gaetan

  • If they are not convinced, they will say no without any hesitation.

Insights For Deal Planning

    How fast (or slow) will Gaetan move?

  • If convinced, they can reach decisions quite fast.
  • Can Gaetan take some risk or not?

  • They do not shy away from taking risks, but can be quite binary about them.

You And Gaetan

Personality Compatibility


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