Jim O'Brian, CISSP

Questioner
DISC Type : c

Director, Global Cyber Security Operations - Attack Surface Management/SOC and Threat Intelligence at BCD Travel

Kansas City, Missouri, United States

Overview

Jim has no verified overview

Personality Overview

Systematic

Price-Sensitive

Cautious & Analytical

They prefer to fully evaluate every situation.  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

Jim has no verified topics they care about

Media Appearances

Jim has no verified media appearances

Work History

11-2016
Director, Global Cyber Security Operations - Attack Surface Management/SOC and Threat Intelligence at BCD Travel
2-2011 - 11-2016
Chief Information Security Officer (CISO)/Chief Security Strategist at Choice Solutions
11-2008 - 1-2011
Director of Strategic Services for Managed Security Services and Support at FishNet Security
1-2006 - 11-2008
Sr. Manager, Network & IT Security Risk Management at Embarq
6-1998 - 1-2006
Sr. Manager, Network & IT Security Risk Management at Sprint

Education

2000 - 2000
Masters from The George Washington University
1969 - 1973
B.S from University at Buffalo

More Information

Social Presence :

Prographics :

Exp : 27 Location : Kansas City, Missouri, United States Job Level : Mid-senior Designation : Director, Global Cyber Security Operations - Attack Surface Management/SOC and Threat Intelligence at BCD Travel
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Insights For Selling To Jim

During A Call Or A Meeting

DO's

  • Keep some extra margin in hand as they will likely negotiate the pricing
  • 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

  • Avoid rushing them, be polite and patient
  • 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 Jim 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 Jim

  • 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 Jim move?

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

  • Can Jim take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Jim

Personality Compatibility


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