Joe Cubba

Critic
DISC Type : C

Chief Growth Officer at ManTech

Washington DC-Baltimore Area, United States

Overview

Joe has no verified overview

Personality Overview

Objective Thinker

ROI Driven

Precise

They enjoy working alone and do not rely on others very often.  They prefer to do logical analysis and value evidence over emotions. It is very likely that they will negotiate pricing or other important terms.

Topics They Care About

Joe has no verified topics they care about

Media Appearances

Joe has no verified media appearances

Work History

3-2021
Chief Growth Officer at ManTech
9-1994 - 2-2022
CAPTAIN at U.S. Navy Reserve
9-2017 - 1-2021
Senior Partner and Vice President, Defense and Intelligence at IBM
9-2015 - 9-2017
Vice President, Public Sector Sales & Growth at IBM
3-2013 - 9-2015
Lead Account Partner, U.S. Intelligence Community at IBM

Education

2018 - 2018
Executive Education from Harvard Business School
2012 - 2012
Executive Education from The Wharton School
2010 - 2013
Military Operational Art and Science/Studies from U.S. Naval War College
2002 - 2003
MBA from University of Denver - Daniels College of Business
1988 - 1990
BS from Park University

More Information

Social Presence :

Prographics :

Exp : 44 Location : Washington DC-Baltimore Area, United States Job Level : Leadership Designation : Chief Growth Officer at ManTech
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Insights For Selling To Joe

During A Call Or A Meeting

DO's

  • Be ready for penetrating questions and critical examination of your pitch
  • Don’t forget to mention how you compare to competition on both features and pricing
  • Be formal and objective, they will appreciate it more

DONT's

  • Do not use very emotional or colorful language
  • Don’t rush them till they have clearly gotten all the necessary information
  • Make extra effort to not seem pushy or confrontational

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Joe is

  • Strong evidence of ROI, effective pricing, and proven data points matter the most to them.
  • Will you ever get a clear answer from Joe

  • It is not very hard for them to say no if they are not convinced about the decision.

Insights For Deal Planning

    How fast (or slow) will Joe move?

  • Their decision-making is neither very fast nor very slow, they are somewhere in between.
  • Can Joe take some risk or not?

  • They can take risks if their analysis shows that it would be worth it.

You And Joe

Personality Compatibility


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