James Coupland

Inspirer
DISC Type : id

Regional Sales Manager at Thales Cybersecurity Products

United Kingdom

Overview

James is a sales leader with over 15 years of experience in enterprise and client management, currently serving as a Regional Sales Manager at Thales. He specializes in cybersecurity, SaaS, and GRC sales, with a focus on nurturing enterprise accounts. He holds an honors degree from Sheffield Hallam University.

After 13 brilliant years at Softcat, he was part of its journey from a company with 500 employees and under £200m turnover to the major success it is today.

Personality Overview

Decisive

Achievment Oriented

Fast Adopter

They respond well to objective pitches but also attach some value to relationships.  They don’t mind taking a stand if they believe in something. They usually prefer to drive the conversation.

Topics They Care About

AI in Security
He recently highlighted that the rapid evolution of Generative AI is the top security concern for professionals, based on the 2025 Thales Data Threat Report.
Data Security
Actively promotes Thales's leadership in data and application security, particularly following the strategic acquisition of Imperva to enhance their portfolio.
Enterprise Sales Strategy
His experience is rooted in driving new logo acquisition and strategic account expansion, applying methodologies like MEDDPICC and Command of the Message.

Media Appearances

James has no verified media appearances

Work History

7-2024
Regional Sales Manager at Thales Cybersecurity Products
9-2020 - 7-2024
Senior Team Leader at Softcat plc
8-2014 - 9-2020
Sales Team Leader at Softcat plc
1-2014 - 7-2014
Deputy Team Leader at Softcat plc
1-2011 - 7-2024
Account Director at Softcat plc

Education

2006 - 2010
2:1 (Hons) from Sheffield Hallam University
2004 - 2006
Education details unavailable from Cheadle & Marple Sixth Form College

More Information

Social Presence :

Prographics :

Exp : 15 Location : United Kingdom Job Level : Middle Designation : Regional Sales Manager at Thales Cybersecurity Products
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Insights For Selling To James

During A Call Or A Meeting

DO's

  • Focus on the big picture and the strategic value of your product
  • Refer to testimonials from well known people to highlight the value of your product
  • Keep your pitch focused on the impact but insert some anecdotes into it

DONT's

  • Don't be unorganized, be prepared for the pitch
  • Don’t be very informal even if they are being so themselves
  • Don’t keep repeating the same information, it could make them impatient

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with James is

  • Confidence in the product’s value is critical, followed by relationship and a sense of achievement.
  • Will you ever get a clear answer from James

  • They will not hesitate to say no if they do not develop conviction.

Insights For Deal Planning

    How fast (or slow) will James move?

  • If they develop confidence in your product and you, then they can make fast decisions.
  • Can James take some risk or not?

  • If necessary, they have the ability to take risky decisions.

You And James

Personality Compatibility


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