Jason Rockelein

Questioner
DISC Type : c

Principal Sales Manager, Partner Sales at Amazon Web Services (AWS)

Greater Richmond Region, United States

Overview

Jason Rockelein is a Principal Sales Manager at AWS with over 24 years of experience leading public sector sales. A Virginia Tech MBA graduate, he excels at building C-level relationships and managing teams at major tech firms like Microsoft to serve federal agencies, including the DoD.

Jason possesses a strong competitive sports mentality, which informs his professional drive and leadership style. As a two-time graduate of Virginia Tech, he likely maintains a strong connection to his alma mater and its community, particularly its athletic programs.

He is a Microsoft Gold Club Award winner, recognized for achieving top revenue results and for his outstanding people management capabilities.

Personality Overview

Price-Sensitive

Systematic

Not Easily Convinced

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. They prefer to do thorough analysis of any situation.

Topics They Care About

Public Sector Sales
He has over 24 years of experience leading sales and developing business with a wide variety of U. S. Federal agencies, particularly the Department of Defense (DoD).
Partner-Led Growth
His role as Principal Sales Manager for Partner Sales at AWS focuses on driving growth by leveraging and managing a network of vendor and partner relationships.
Generative AI
He recently earned the AWS Generative AI Foundational certification, indicating an interest in applying emerging AI technologies to meet customer requirements in the public sector.

Media Appearances

Jason has no verified media appearances

Work History

6-2022
Principal Sales Manager, Partner Sales at Amazon Web Services (AWS)
1-2014 - 6-2022
Senior Sales Director at Microsoft
4-2010 - 12-2013
Sr. Sales Account Executive at Harris Corporation
9-2006 - 4-2010
Associate Consultant at Booz Allen Hamilton
10-2004 - 9-2006
Consultant at IBM Global Services

Education

2007 - 2009
EMBA from Virginia Tech - Pamplin College of Business
1996 - 2000
B.S. from Virginia Tech - Pamplin College of Business

More Information

Social Presence :

Prographics :

Exp : 21 Location : Greater Richmond Region, United States Job Level : Senior Designation : Principal Sales Manager, Partner Sales at Amazon Web Services (AWS)
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Insights For Selling To Jason

During A Call Or A Meeting

DO's

  • Share as much information as possible regarding your product
  • Emphasise more on facts and measurable benefits
  • Tell them that you will come back if you don’t have a good answer for a question

DONT's

  • Don’t try to be too friendly or informal with them
  • Avoid rushing them, be polite and patient
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Jason 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 Jason

  • 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 Jason move?

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

  • Can Jason take some risk or not?

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


You And Jason

Personality Compatibility


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