Ian McFarlane

Initiator
DISC Type : Di

Sales Director Underwater Systems at Thales

West Linton, Scotland, United Kingdom

Overview

Ian McFarlane is a results-oriented Sales Director at Thales UK, specializing in Underwater Systems. With over a decade in the maritime industry and a BSC from Solent University, he leads sales and business development for advanced naval technology. People often describe him as inspirational, knowledgeable, and well-organized.

He contributed to developing a decision support tool for submarine rescue operations, a project inspired by the real-world grounding of the HMS Astute.

Personality Overview

Conviction Driven

Impact-Oriented

Friendly Challenger

They respond well to objective pitches but also attach some value to relationships.  They usually prefer to drive the conversation. They measure a product on its merit but can be influenced by strong testimonials.

Topics They Care About

Autonomous Naval Systems
He is deeply involved in projects for uncrewed underwater vehicles (UUVs) and integrating autonomous systems with traditional naval fleets for anti-submarine warfare.
Sonar Technology
He discusses Thales's role as the main sonar design authority for the Royal Navy's submarines and the development of new, miniaturized sonar for underwater drones.
Collaborative Defense
He emphasizes working with partners like BAE Systems and others to integrate the best possible third-party equipment and deliver comprehensive defense solutions.

Media Appearances

Ian has no verified media appearances

Work History

10-2024
Sales Director Underwater Systems at Thales
4-2022 - 10-2024
Head Of Sales, Above Water Systems at Thales
7-2019 - 4-2022
Export Sales Manager at Thales
2-2018 - 7-2019
Head Of Business Development at MacTaggart Scott
9-2015 - 2-2018
Sales and Marketing Manager at Thales

Education

2012 - 2013
Industry Diploma from Lloyds Maritime Academy
1992 - 1995
BSC from Solent University

More Information

Social Presence :

Prographics :

Exp : 12 Location : West Linton, Scotland, United Kingdom Job Level : Mid-senior Designation : Sales Director Underwater Systems at Thales
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Insights For Selling To Ian

During A Call Or A Meeting

DO's

  • Acknowledge their status and position during the conversation
  • Focus on the big picture and the strategic value of your product
  • Get them to a point where they are ready to bat for your product internally

DONT's

  • Don’t keep repeating the same information, it could make them impatient
  • Don’t be too verbose or overly friendly; a little bit, however, is fine
  • Avoid focusing only on the product or its ROI, keep building trust subtly

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Ian is

  • Belief in the value of the product, relationship and a sense of accomplishment matter the most.
  • Will you ever get a clear answer from Ian

  • They are not shy of saying no if they do not develop trust in your product.

Insights For Deal Planning

    How fast (or slow) will Ian move?

  • They can take fast decisions if they develop conviction in the product and find you trustworthy.
  • Can Ian take some risk or not?

  • They have the capability of taking risky decisions if necessary.

You And Ian

Personality Compatibility


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