Jared Raftery

Captain
DISC Type : DS

Director, Partner Research and Advisory Services at Technology & Services Industry Association (TSIA)

Chicago, Illinois, United States

Overview

Jared Raftery is the Director of Partner Research at TSIA, where he studies behavioral science to improve channel partner strategies. His work draws from over two decades of experience in leadership roles at technology companies like Cisco and Juniper. Colleagues describe him as an outstanding leader, well-informed, and a true "go-to" person.

Following the September 11th attacks, Jared postponed his business career to serve as a pilot in the U. S. Navy. He was also selected to be the "Face of the Navy" on Capitol Hill, liaising with Congress. He shows an interest in the intersection of AI and economics and college football.

His personal testimony from his military service is featured in the Smithsonian National Museum of American Historys "Price of Freedom: Americans at War" exhibition.

Personality Overview

Consummate Professional

Decisive But Calm

Dynamic But Sincere

They exhibit a rare combination of being result-oriented but patient at the same time.  They might take some time to make their mind up but once they do, they don't change it easily. They are very professional in their approach and can weigh multiple perspectives together.

Topics They Care About

Partner Strategy
His entire career and current research focus on improving channel partner performance by blending behavioral science with business strategy, detailed in his publications.
AI's Business Impact
He has a certification in Generative AI and frequently posts about how artificial intelligence is fundamentally changing business economics and traditional strategies.
Customer Success
He was the chief architect of Cisco's partner-led Customer Success strategy, which won a TSIA STAR Award for Best Practices in the field.

Media Appearances

Jared has no verified media appearances

Work History

7-2021
Director, Partner Research and Advisory Services at Technology & Services Industry Association (TSIA)
7-2019 - 7-2021
Director, Software & Services; Global Channels & Virtual Sales at Juniper Networks
7-2019
Senior Manager, Global Partner Strategy; Customer Success at Cisco
Partner Account Manager; Cloud & Managed Services at Cisco
House of Representatives Liaison Officer at U.S. Navy, Office of Legislative Affairs (OLA)

Education

2010 - 2012
Master of Arts (M.A.) from Gonzaga University
1994 - 1999
Bachelor of Science (B.S.) from Wright State University

More Information

Social Presence :

Prographics :

Exp : 6 Location : Chicago, Illinois, United States Job Level : Mid-senior Designation : Director, Partner Research and Advisory Services at Technology & Services Industry Association (TSIA)
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Insights For Selling To Jared

During A Call Or A Meeting

DO's

  • Let them know of potential risks but suggest mitigation methods alongside
  • Come across as a trustworthy professional and be respectful, they usually know their game
  • You can spend time on BANT (or other qualification methodology) but keep it to the point

DONT's

  • Don't take their patience for granted, avoid long-winding sermons
  • Don't focus too much on mutual contacts or bother about other stakeholders, focus on them
  • Don't get into pricing discussions early on, steer conversation towards proven results

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Jared is

  • Strong proof of impact and their conviction will matter the most, but they wouldn't want to act unilaterally either
  • Will you ever get a clear answer from Jared

  • They will say no if they are not convinced but you will have to prompt them.

Insights For Deal Planning

    How fast (or slow) will Jared move?

  • They will want to understand things well but can move fast once they have a clear picture.
  • Can Jared take some risk or not?

  • They have good risk tolerance but are likely to think it through once or twice.

You And Jared

Personality Compatibility


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