Iván M.

Enigma
DISC Type : icd

Regional Vice President of Sales, East Region at NetSuite

Greater Boston, United States

Overview

Iván is the Regional Vice President of Sales for the East Region at NetSuite, where he leads a team of six Sales Directors and over 40 Account Executives. His team focuses on emerging organizations in the Midwest and Northeast. He is a graduate of The University of Texas at Austin and is described as having an "unrelenting work ethic".

Outside of his professional life, Iván is a family man who recently returned from paternity leave with his second son. He is a proud BBQ and Taco connoisseur, a boxing and MMA enthusiast, and a passionate advocate for cultural exchange. His colleagues note his great sense of humor and supportive nature.

Iván was hand-selected to start NetSuites first dedicated sales team for emerging services companies on the East Coast.

Personality Overview

Persuasive & Assertive

Challenger

Fast Follower

They are generally strong communicators and are not easy to convince.  They can sound friendly and charming but can quickly change gears to become inquisitive and probing  They are likely to ask many questions and look heavily for supporting proof as well as information.

Topics They Care About

Sales Leadership
He manages a large sales organization of over 45 people and frequently posts about leadership and opportunities on his team.
Emerging Markets
His sales efforts are specifically focused on emerging service and product organizations headquartered in the Midwest and Northeast.
Combat Sports
He is a self-described "Boxing & MMA Enthusiast," indicating a strong personal passion for these sports.

Media Appearances

Iván has no verified media appearances

Work History

9-2021
Regional Vice President of Sales, East Region at NetSuite
6-2020 - 8-2021
Senior Regional Sales Director, Emerging Markets at NetSuite
4-2019 - 5-2020
Regional Sales Director | Emerging Markets, Services Vertical at NetSuite
7-2017 - 3-2019
Corporate Territory Manager | NetSuite ERP & PSA at NetSuite
9-2016 - 7-2017
Senior Account Executive | NetSuite ERP & PSA at NetSuite

Education

8-2010 - 2013
Bachelor of Science - BS from The University of Texas at Austin
8-2008 - 5-2010
Education details unavailable from Angelina College

More Information

Social Presence :

Prographics :

Exp : 13 Location : Greater Boston, United States Job Level : Senior Designation : Regional Vice President of Sales, East Region at NetSuite
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Insights For Selling To Iván

During A Call Or A Meeting

DO's

  • Use a combination of data as well as stories for your pitch, a ppt might not be necessary
  • Be prepared for a mix of questions and inquisitiveness, answer them in the tone in which they have been asked
  • Leverage 'negging', or the art of asking negative questions like "you must not be convinced yet..."

DONT's

  • Avoid making offhand commitments, understand the root of their concerns first
  • Don’t try to rush them into a decision, provide all necessary information first
  • Avoid long presentations and just 'high-level' value proposition, dive into the details

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Iván is

  • Proven value, strong objective evidence are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Iván

  • They are practical and friendly, but can give a clear response with a little prodding

Insights For Deal Planning

    How fast (or slow) will Iván move?

  • They like to be detailed, so unless they develop strong conviction, they can take their time to arrive at decisions
  • Can Iván take some risk or not?

  • They evaluate their decisions systematically and do not take risks that often, unless you can get them to develop strong conviction

You And Iván

Personality Compatibility


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