James Koenig MCP, CISSP

Questioner
DISC Type : c

Lead Information Security Architect at Wellmark Blue Cross and Blue Shield

Des Moines Metropolitan Area, United States

Overview

James has no verified overview

Personality Overview

Not Easily Convinced

Price-Sensitive

Cautious & Analytical

They are more likely than others to negotiate on pricing and terms.  They generally do not appreciate an overfriendly approach and prefer to stay to-the-point. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

James has no verified topics they care about

Media Appearances

James has no verified media appearances

Work History

2-2022
Lead Information Security Architect at Wellmark Blue Cross and Blue Shield
2-2018
Information Security Architect at Wellmark Blue Cross and Blue Shield
2-2016 - 2-2018
Enterprise Architect at Merrill Corporation
12-2015 - 2-2016
Solution Architect at Merrill Corporation at Brooksource
8-2015 - 12-2015
Contractor-Infrastructure License and Compliance Auditor at Merrill Corporation at Brooksource

Education

1997 - 2000
Master of Science (MS) from Saint Mary's University of Minnesota
1989 - 1993
BS from Saint Mary's University of Minnesota

More Information

Social Presence :

Prographics :

Exp : 14 Location : Des Moines Metropolitan Area, United States Job Level : Mid-senior Designation : Lead Information Security Architect at Wellmark Blue Cross and Blue Shield
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Insights For Selling To James

During A Call Or A Meeting

DO's

  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Tell them that you will come back if you don’t have a good answer for a question
  • If you have a lower priced product compared to the competition, call out the same

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t try to be too friendly or informal with them
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with James is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from James

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will James move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can James take some risk or not?

  • They can take some risk if they are confident that they have analyzed the circumstances well.


You And James

Personality Compatibility


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