Jason Elam

Evaluator
DISC Type : cds

Account Executive - Federal Civilian at Four Points Technology, LLC

Haymarket, Virginia, United States

Overview

Jason is a results-driven Account Executive with 25 years of public sector experience, specializing in federal civilian agencies. An AWS Certified Solutions Architect and PMP with a degree from the University of Virginia, he has a record of exceeding revenue targets, including driving over $115M annually.

After announcing a new Director position at Microsoft, he was impacted by company-wide layoffs just one week later, a challenging experience he shared publicly.

Personality Overview

Fast But Analytical

Quality Focused

Hard To Convince

They focus on the results, but can still be quite procedural and analytical about how to get there  They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical They are not very likely to become strong advocates of your product or service

Topics They Care About

Federal Cloud Adoption
He manages a NASA contract for enterprise-wide cloud services (AWS, Azure, Google Cloud) and is an AWS Certified Solutions Architect.
Public Sector Sales
With 25 years of experience, he supports major federal agencies like NASA, DOJ, and the FBI, focusing on technology solutions for their missions.
Go-to-Market Strategy
He has hands-on experience developing GTM strategies and building joint partner plans to drive revenue growth and pipeline creation.

Media Appearances

Jason has no verified media appearances

Work History

12-2022
Account Executive - Federal Civilian at Four Points Technology, LLC
10-2014 - 8-2022
Acccount Executive / Customer Success Manager at Amazon Web Services
3-2012 - 10-2014
Customer Success Manager at Verizon Terremark
1-2009 - 1-2012
Account Manager at Eyak Technology, LLC
10-2007 - 12-2008
Program Manager at Crucial Security

Education

1994 - 1998
Bachelor of Science from University of Virginia

More Information

Social Presence :

Prographics :

Exp : 27 Location : Haymarket, Virginia, United States Job Level : N/A Designation : Account Executive - Federal Civilian at Four Points Technology, LLC
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Insights For Selling To Jason

During A Call Or A Meeting

DO's

  • Help them weigh the risks by sharing objective proof points instead of anecdotes and examples
  • Help them see both - the ‘big picture’ impact and the ROI of the investment
  • Use phrases like ‘the ROI of this’, ‘X% more’ etc.

DONT's

  • Don’t nudge them to do something by using the logic that others have done the same
  • Avoid self-deprecating references or general informality, it could decrease their trust in you
  • Avoid inviting them for any social interactions until you have built some rapport with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Jason is

  • ROI matters the most to them, followed by process and finally proof of results
  • Will you ever get a clear answer from Jason

  • They might hesitate a little, but will go ahead and say no when necessary (or asked)

Insights For Deal Planning

    How fast (or slow) will Jason move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Jason take some risk or not?

  • They have relatively low risk-appetite and are not very likely to go for something unproven and risky

You And Jason

Personality Compatibility


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