Joe Castner

Enigma
DISC Type : idc

GVP, Global Ecosystems at Oracle

United States

Overview

Joe Castner is the GVP of Global Ecosystems for Oracles Construction and Engineering unit, where he builds a global partner network to deliver integrated technology solutions. With over 30 years in IT, he has extensive sales leadership experience and holds a B. S. from The University of Akron.

He serves on the advisory council for the ACE Mentor Program of Cleveland and has been a board member for a technology charter focused on teaching reading skills to underprivileged individuals. Joe and his wife have two daughters and reside in Northeastern Ohio.

He is a frequent speaker at global industry events, presenting on topics like integrated technology and innovative solutions for the defense and construction sectors.

Personality Overview

Challenger

Hard To Convince

Fast Follower

They can sound friendly and charming but can quickly change gears to become inquisitive and probing  They are likely to ask many questions and look heavily for supporting proof as well as information. They are generally strong communicators and are not easy to convince.

Topics They Care About

Global Partner Ecosystems
His current role is dedicated to leading Global Alliances and Channels, seeking partnerships that enable rapid, end-to-end solutions for customers.
Construction Technology
He actively promotes Oracle's solutions for the construction industry and speaks at events like Digital Construction Week to discuss technology's impact on project delivery.
Rapid Tech Deployment
He focuses on partnerships and pre-configured solutions that reduce implementation cycles from years to much shorter timeframes, delivering quicker time-to-value for clients.

Media Appearances

Joe has no verified media appearances

Work History

10-2021
GVP, Global Ecosystems at Oracle
3-2019 - 10-2021
Vice President Sales, Americas at Oracle - Construction and Engineering Global Business Unit at Oracle
8-2017 - 3-2019
Area Vice President - Oracle Construction and Engineering Global Business Unit at Oracle
1-2012 - 10-2014
Regional Vice President at Forsythe Solutions Group
7-2010 - 1-2011
Regional Manager at Forsythe Solutions Group

Education

1989 - 1994
B.S. from The University of Akron

More Information

Social Presence :

Prographics :

Exp : 19 Location : United States Job Level : N/A Designation : GVP, Global Ecosystems at Oracle
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Insights For Selling To Joe

During A Call Or A Meeting

DO's

  • Be prepared for a mix of questions and inquisitiveness, answer them in the tone in which they have been asked
  • Build rapport slwly without rushing, it will come handy to handle hard questions later
  • Use phrases like ‘clear evidence’, ‘data-based results’ etc.

DONT's

  • Don’t try to rush them into a decision, provide all necessary information first
  • Don’t brush off any concerns, take all questions seriously. They are easily deterred
  • Don’t rely excessively on your relationship with them to win the deal even if you come to form one

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Joe is

  • Proven value, strong objective evidence are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Joe

  • They are practical and friendly, but can give a clear response with a little prodding

Insights For Deal Planning

    How fast (or slow) will Joe move?

  • They like to be detailed, so unless they develop strong conviction, they can take their time to arrive at decisions
  • Can Joe take some risk or not?

  • They evaluate their decisions systematically and do not take risks that often, unless you can get them to develop strong conviction

You And Joe

Personality Compatibility


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