Ian Willetts

Commander
DISC Type : D

Business Development Manager at Schneider Electric

Carlsbad, California, United States

Overview

Ian has no verified overview

Personality Overview

Strong-Willed

Candid & Clear

Impact-Driven

They like to stay in control of the negotiation or defining of the terms.  They respond better to strong and respectful interactions. They are less concerned about the product and more about its potential impact.

Topics They Care About

Ian has no verified topics they care about

Media Appearances

Ian has no verified media appearances

Work History

8-2023
Business Development Manager at Schneider Electric
9-2018
Vice President Process & Simulation at AVEVA
3-2016 - 9-2018
Vice President, Simulation & Training at Schneider Electric
7-2010 - 3-2016
Global OTS Practice Director & Global Optimization Practice Director at Schneider Electric
6-2010
DYNSIM and OTS Product Director at Schneider Electric

Education

2013 - 2014
Master in Business Administration from Saïd Business School, University of Oxford
1983 - 1986
Doctor of Philosophy (PhD) from University of Oxford

More Information

Social Presence :

Prographics :

Exp : 15 Location : Carlsbad, California, United States Job Level : Middle Designation : Business Development Manager at Schneider Electric
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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
  • Help them weigh the risks by sharing objective proof points without becoming too analytical
  • Refer to testimonials from well-known industry leaders

DONT's

  • Do not hesitate from asking counter questions, just avoid challenging their authority
  • Do not spend too much time focusing on product tech or features
  • Do not back off when challenged, respond with a confident, objective answer instead

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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