Ian Richardson

Judge
DISC Type : Dc

Senior Account Executive at Basware

London Area, United Kingdom

Overview

Ian is a Senior Account Executive at Basware, specializing in AI-driven AP automation and fraud prevention. With experience at Adobe, Workfront, and Sitecore, he has a strong background in enterprise software sales. He earned his Bachelors Degree from Liverpool John Moores University. Colleagues describe him as a high achiever, inspirational, and a true team player.

There is no publicly available information regarding Ians personal life or hobbies outside of his professional sphere.

He is focused on leveraging AI and machine learning to help organizations achieve touchless invoice processing.

Personality Overview

Generally Skeptic

Objective Thinker

Features Driven

They prefer to move quickly, and expect the same from others.  They put a lot of effort into ensuring personal success. They like to stay in control of the negotiation or defining of the terms.

Topics They Care About

AP Automation
His current role at Basware is centered on AI/ML-powered solutions designed to make touchless invoice processing a reality for large organizations.
AI in Finance
He actively promotes events and discussions focused on the impact of artificial intelligence on finance departments and processes.
Oracle Fusion Transformation
He recently highlighted a customer's journey with AP stability while undergoing an Oracle Fusion transformation, showing his focus on complex enterprise integrations.

Media Appearances

Ian has no verified media appearances

Work History

6-2023
Senior Account Executive at Basware
11-2020 - 6-2023
Enterprise Account Executive at Workfront, an Adobe company
7-2019 - 11-2020
Account Executive at Sitecore
2-2019 - 7-2019
Enterprise Account Executive at Adobe
9-2017 - 1-2019
Enterprise Account Executive at Marketo

Education

1991 - 1995
Bachelor's Degree from Liverpool John Moores University

More Information

Social Presence :

Prographics :

Exp : 37 Location : London Area, United Kingdom Job Level : N/A Designation : Senior Account Executive at Basware
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Insights For Selling To Ian

During A Call Or A Meeting

DO's

  • Speak about competitive differentiation that your product offers
  • Make sure that you circle back fast on any action items, it wins their trust
  • Hold your ground without indulging in one-upmanship

DONT's

  • Do not hesitate from asking counter questions, just avoid challenging their authority
  • Don’t be in a rush to invite them for a social meet and greet
  • Don't try too hard to forge relationships with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Ian 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 Ian

  • If they decide not to use your product, they will say no clearly.

Insights For Deal Planning

    How fast (or slow) will Ian move?

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

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

You And Ian

Personality Compatibility


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