Hiro Higuma

Critic
DISC Type : C

Vice President, Sales and Managing Director Japan (President Japan) at Akamai Technologies

Tokyo, Tokyo, Japan

Overview

Hiro has no verified overview

Personality Overview

Negotiator

Critic

Information Seeker

They are quite likely to negotiate on pricing or other key terms.  They enjoy working alone and do not rely on others very often. They don’t appreciate bells and whistles unless backed by data.

Topics They Care About

Hiro has no verified topics they care about

Media Appearances

Hiro has no verified media appearances

Work History

11-2021
Vice President, Sales and Managing Director Japan (President Japan) at Akamai Technologies
8-2019 - 10-2021
Partner at Heidrick & Struggles
4-2017 - 3-2019
Chief Strategy Officer & Member of the Board at Blue Planet-works, Inc
1-2016 - 3-2017
President & Representative Director Symantec Japan and Vice President of Japan Sales Symantec Corp at Symantec
7-2013 - 9-2015
General Manager (Shikko yaku 執行役), Dynamics Business Group at Microsoft

Education

1992 - 1994
MSIA from Carnegie Mellon University - Tepper School of Business
1988 - 1991
BSEE from Carnegie Mellon University

More Information

Social Presence :

Prographics :

Exp : 28 Location : Tokyo, Tokyo, Japan Job Level : Senior Designation : Vice President, Sales and Managing Director Japan (President Japan) at Akamai Technologies
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Insights For Selling To Hiro

During A Call Or A Meeting

DO's

  • If you can, show them industry reports or analyst comments instead of sharing anecdotal stories
  • Be ready to answer many clarity-seeking questions and requests for information
  • Keep some extra margin while sharing pricing, they are likely to negotiate later

DONT's

  • Avoid phrases like ‘trust me’, ‘others just love’ etc.
  • Don't give superficial answers, they are easily rattled by them
  • Don’t try too hard to build a relationship with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Hiro is

  • Strong evidence of ROI, effective pricing, and proven data points matter the most to them.
  • Will you ever get a clear answer from Hiro

  • It is not very hard for them to say no if they are not convinced about the decision.

Insights For Deal Planning

    How fast (or slow) will Hiro move?

  • They are neither the fastest nor the slowest decision makers, they are somewhere in the middle.
  • Can Hiro take some risk or not?

  • They can bear some risk if their analysis backs the decision.

You And Hiro

Personality Compatibility


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