Joe Pappas

Examiner
DISC Type : cs

Head of Sales Engineering at Orkes

Croton-On-Hudson, New York, United States

Overview

Joe Pappas is the Head of Sales Engineering at Orkes, bringing a wealth of experience from senior roles at Camunda, Bizagi, and a 14-year tenure at IBM. Described by peers as knowledgeable and tenacious, he holds a BS in Aerospace Engineering from Boston University and an MBA from Fordham.

Originally from the New York area, Joe was a sprinter in high school and continued his athletic pursuits at Boston University. His career and education have kept him connected to both the Boston and New York metropolitan areas, shaping his professional and personal life.

He began his extensive tech career as a Consulting IT Specialist at IBM, where he was regarded as one of the best colleagues by a 27-year veteran of the company.

Personality Overview

Tough To Convince

Unexpressive

Late Adopter

They tend to have clarity about their needs and constraints, and are unlikely to over-promise.  They are heavily focused on quality and prefer doing things the right way, even if it takes time. They do not like taking risks at all and go for proven options in the end.

Topics They Care About

Sales Engineering
As the Head of Sales Engineering, he is actively building his team and recently posted about hiring for roles in the UK.
Agentic AI
He is actively engaged in the AI space, recently promoting a company get-together in New York City to discuss Orkes in the era of Agentic AI.
Microservice Orchestration
This is the core business of his current company, Orkes, which focuses on helping developers build resilient applications at scale.

Media Appearances

Joe Pappas - Head Of Sales Engineering at Orkes | The Org. Featured in The Org

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Work History

7-2025
Head of Sales Engineering at Orkes
12-2018 - 7-2025
Senior Sales Engineer at Camunda
6-2018 - 11-2018
Solutions Consultant at Bizagi
1-2017 - 6-2018
Sales Engineer at Bonitasoft
1-2003 - 1-2017
Consulting IT Specialist at IBM

Education

MBA from Fordham Gabelli School of Business
BS from Boston University

More Information

Social Presence :

Prographics :

Exp : 22 Location : Croton-On-Hudson, New York, United States Job Level : Mid-senior Designation : Head of Sales Engineering at Orkes
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Insights For Selling To Joe

During A Call Or A Meeting

DO's

  • First of all, focus on building their confidence by sharing examples, case studies etc.
  • Ask them which other stakeholders would be important for this purchase decision
  • Be firm in your communication and stay in control

DONT's

  • Don't be very accepting if that is your natural style, stay firm
  • Don't rely on relationship building even if they act pleasantly
  • Don't use phrases like 'do not worry', 'i promise' etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Joe is

  • Proof of usage by others in the industry, case studies showing ROI are likely to work the best with them.
  • Will you ever get a clear answer from Joe

  • They don’t say no often, they push out the decisions or keep going around in circles.

Insights For Deal Planning

    How fast (or slow) will Joe move?

  • They are some of the slowest movers and take their time reaching decisions.
  • Can Joe take some risk or not?

  • They have very low acceptance of risk even if they do not say it directly.

You And Joe

Personality Compatibility


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