Henry Hudson

Examiner
DISC Type : cs

Global Sales Incentives – Mergers, Acquisitions and Divestitures at IBM

Stamford, Connecticut, United States

Overview

Henry is a results-driven Sales and Business Development Executive at IBM with 21 years of experience, currently focused on Mergers, Acquisitions, and Divestitures within Global Sales Incentives. He specializes in the banking and insurance industries and holds a Bachelor of Science from Universidad de Los Andes.

He possesses significant international experience, having led senior sales teams and managed business development for IBM across Latin America, ASIA (specifically Japan), and North America.

Personality Overview

Overcautious

Unexpressive

Process Oriented

The only way to convince them is by showing them examples and ample proof.  They are heavily focused on quality and prefer doing things the right way, even if it takes time. Being observant comes to them naturally.

Topics They Care About

Mergers & Acquisitions
His current role is centered on managing the global sales incentives components of M&A and divestiture activities for IBM.
Global Sales Strategy
He has over two decades of experience leading senior sales teams and driving business growth across diverse international markets, including Asia, Latin America, and North America.
Financial Services Tech
His background includes providing solutions that resolve business and technology needs specifically for the banking and insurance sectors.

Media Appearances

Henry has no verified media appearances

Work History

5-2024
Global Sales Incentives – Mergers, Acquisitions and Divestitures at IBM
6-2022 - 4-2024
Japan and APAC GSI Leader at IBM
4-2019 - 6-2022
Japan GSI Leader, Global Sales Incentives at IBM

Education

1983 - 1988
Bachelor of Science (BS) from Universidad de Los Andes

More Information

Social Presence :

Prographics :

Exp : 6 Location : Stamford, Connecticut, United States Job Level : N/A Designation : Global Sales Incentives – Mergers, Acquisitions and Divestitures at IBM
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Insights For Selling To Henry

During A Call Or A Meeting

DO's

  • Expect them to be vague in response to your questions, ask firmly and pointedly
  • Ask them which other stakeholders would be important for this purchase decision
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them

DONT's

  • Don't use phrases like 'do not worry', 'i promise' etc.
  • Avoid getting into storytelling mode, especially when they ask specific questions
  • Don't rely on relationship building even if they act pleasantly

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Henry is

  • Adoption by others is very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Henry

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

Insights For Deal Planning

    How fast (or slow) will Henry move?

  • They don't like to hasten, so their speed of decision-making may be slow.
  • Can Henry take some risk or not?

  • They have little willingness to take risks, and prefer making calculated decisions.

You And Henry

Personality Compatibility


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