James Caulfield

Commander
DISC Type : D

Account Executive at ServiceNow

Greater Sydney Area, Australia

Overview

James Caulfield is a Senior Account Executive at ServiceNow, guiding enterprise clients in retail, hospitality, and financial services through their digital transformation. Holding a Bachelor of Business Administration from ICMS, colleagues describe him as highly professional and dedicated. He has a background in both hardware and software sales.

He is certified in "Exercising Leadership: Foundational Principles, " showing an interest in professional development beyond his direct sales role.

James was recognized as "Sales Rookie of the Year" across Australia and New Zealand during his tenure at Fujitsu.

Personality Overview

Risk-Taker

Impact-Driven

Strong-Willed

They are very proud of what they do.  More than the product, they care about the effectiveness of the product. They like to be in a position where they can control the conversation and terms.

Topics They Care About

Enterprise Digital Transformation
His career is focused on leading enterprise customers in sectors like retail, hospitality, and finance through their digital transformation journeys using platforms like ServiceNow.
Customer & Partner Success
Frequently celebrates customer "Go-Live" milestones and successful project deliveries on social media, highlighting the importance of strong partner collaboration.
Enterprise Service Management
Has a specialist background from his time at Fujitsu in key enterprise platforms including ITSM, CRM, HR, and Security Operations.

Media Appearances

James has no verified media appearances

Work History

4-2021
Account Executive at ServiceNow
1-2020 - 4-2021
Business Development Executive at ServiceNow
9-2019 - 1-2020
Regional Business Development Manager at Fujitsu Australia Limited
7-2017 - 9-2019
Platform Sales Specialist at Fujitsu Australia Limited
9-2016 - 7-2017
Platform Sales Graduate at Fujitsu Australia Limited

Education

1999 - 2006
High School Certificate from Barker College Hornsby
2012 - 2015
Bachelor of Business Administration (B.B.A.) from International College of Management Sydney

More Information

Social Presence :

Prographics :

Exp : 9 Location : Greater Sydney Area, Australia Job Level : Middle Designation : Account Executive at ServiceNow
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Insights For Selling To James

During A Call Or A Meeting

DO's

  • Use phrases like ‘it’s your decision’, ‘strategic impact’ etc.
  • 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 back off when challenged, respond with a confident, objective answer instead
  • Avoid being a storyteller and don’t try to oversell
  • 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 James 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 James

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

Insights For Deal Planning

    How fast (or slow) will James move?

  • They can take decisions very fast if you manage to convince them.
  • Can James take some risk or not?

  • The risks don’t matter much to them.

You And James

Personality Compatibility


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