Jim Parker

Energizer
DISC Type : I

Director, Government Services at HTC Global Services

East Lansing, Michigan, United States

Overview

With over three decades of experience, Jim Parker is a seasoned sales director specializing in IT equipment and consulting for the public sector. At HTC Global Services, he leads government services, focusing on new business development and account management. He holds a degree in Finance from Michigan State University.

His sales experience is notably diverse, with a track record of closing deals ranging from less than one hundred thousand dollars to tens of millions.

Personality Overview

Relationship Oriented

Believer

Informal

They are friendly, approachable and love to make new connections.  Unlike C or D types, they are vocal with their opinions but not so much with their questions. They are really good at seeing what the long-term impacts of their decisions could be.

Topics They Care About

Public Sector IT
His entire 30+ year career has been dedicated to selling IT equipment, consulting, and operations services to public sector and government agencies.
Government Services
As Director of Government Services, he supports existing government accounts and develops new business in this specific vertical.
New Business Development
His roles at HTC, Xerox, and MAXIMUS have all included a primary responsibility for new business and account development.

Media Appearances

Jim has no verified media appearances

Work History

1-2010
Director, Government Services at HTC Global Services
Director Client Services at ACS
Sales Executive at MAXIMUS
Account Manager at Bull HN Information Systems
Sales Executive at Xerox

Education

1975 - 1979
Finance from Michigan State University

More Information

Social Presence :

Prographics :

Exp : 16 Location : East Lansing, Michigan, United States Job Level : Mid-senior Designation : Director, Government Services at HTC Global Services
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Insights For Selling To Jim

During A Call Or A Meeting

DO's

  • Invite them for a lunch or a drink/coffee
  • Use adjectives like ‘amazing’, ‘coolest’, ‘unbelievable’ etc.
  • Talk about their team and how your product will help them do things better and easier

DONT's

  • Don’t be excessively objective, be a storyteller
  • Don’t assume a yes just because they have not said no
  • Avoid ifs and buts, don’t talk too much about the risks etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Jim is

  • Relationship and rapport can play an important role, sometimes more than the other factors.
  • Will you ever get a clear answer from Jim

  • They will probably never say no directly, you have to make that decision yourself.

Insights For Deal Planning

    How fast (or slow) will Jim move?

  • They are not the quickest decision makers, their friendly attitude could be misleading.
  • Can Jim take some risk or not?

  • They can accept limited risks, ones that they think will not impact them personally.

You And Jim

Personality Compatibility


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