Gawian Middleton, GCLD, GSLC, PMP

Researcher
DISC Type : Cs

Information Systems Security Manager (ISSM) at Naval Sea Systems Command (NAVSEA)

Washington DC-Baltimore Area, United States

Overview

Gawian has no verified overview

Personality Overview

Self-Disciplined

Process Focused

ROI Seeker

Being observant comes to them naturally.  They do not like taking risks at all and go for proven options in the end. They are heavily focused on quality and prefer doing things the right way, even if it takes time.

Topics They Care About

Gawian has no verified topics they care about

Media Appearances

Gawian has no verified media appearances

Work History

3-2020
Information Systems Security Manager (ISSM) at Naval Sea Systems Command (NAVSEA)
8-2009 - 3-2020
Information Assurance Manager at Naval Sea Systems Command (NAVSEA)
8-2007 - 8-2009
Configuration Management Lead at Alion Science and Technology
7-1984 - 8-2007
Communications-Computer Systems Operator at USAF

Education

2015 - 2016
Master of Science (M.S.) from Bellevue University
2003 - 2005
Bachelors from Bellevue University

More Information

Social Presence :

Prographics :

Exp : 41 Location : Washington DC-Baltimore Area, United States Job Level : Middle Designation : Information Systems Security Manager (ISSM) at Naval Sea Systems Command (NAVSEA)
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Insights For Selling To Gawian

During A Call Or A Meeting

DO's

  • Use phrases like 'results based on data', 'measurable proof', 'X% growth' etc.
  • Preferably use email to follow up with them instead of phone or Linkedin, engage by asking question or opinions
  • Actively address their concerns around change, risk, and acceptance by users

DONT's

  • Don't ask them to move fast, let them take their time and digest all the information
  • Avoid emotional and informal language, stay objective and to the point instead
  • Give it some time before you try to build rapport and a relationship, it doesn't come to them naturally

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Gawian is

  • Proof of usage by others in the industry, case studies showing ROI are likely to work the best with them.
  • Will you ever get a clear answer from Gawian

  • Often, they don't say no, or keep going about it in circles.

Insights For Deal Planning

    How fast (or slow) will Gawian move?

  • They are some of the slowest movers and take their time reaching decisions.
  • Can Gawian take some risk or not?

  • They have very low acceptance of risk even if they do not say it directly.

You And Gawian

Personality Compatibility


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