John Moody-Waters

Doer
DISC Type : ds

Director Presales Engineering at IGEL Technology

Stapleford, England, United Kingdom

Overview

John is a Director of Presales Engineering at IGEL Technology with over 20 years of experience leading teams in the End-User Computing (EUC) and security sectors. Colleagues describe him as knowledgeable, supportive, and having an infectious can-do attitude. He holds a BSc from Leeds Beckett University and excels at driving technical sales strategy.

Beyond his technical expertise, John is intellectually curious, exploring concepts like mental models and inversion from authors like James Clear to solve business problems. He is passionate about public speaking and removing unnecessary barriers so people can focus on creative, high-impact work, and has a "huge personality" according to podcast hosts.

Unique fact: Early in his career, he self-funded a trip to Arizona to work directly with a development team on an IoT platform he was passionate about.

Personality Overview

Results Focused

Fast-paced

Long-term Focused

They are very professional in their approach and can weigh multiple perspectives together.  They exhibit a rare combination of being result-oriented but patient at the same time. Reading between the lines and seeing beyond your words comes naturally to them.

Topics They Care About

Secure EUC
His entire professional focus at IGEL is on driving innovation and technical sales for secure End-User Computing (EUC) solutions.
User Experience
He has authored articles on improving the end-user experience by applying unconventional thinking, such as the mental model of inversion.
Presales Leadership
He has a long career focused on scaling presales functions, developing technical strategies, and creating methodologies to optimize the presales process.

Media Appearances

John has no verified media appearances

Work History

1-2024
Director Presales Engineering at IGEL Technology
7-2023 - 1-2024
UK/I Presales Manager at IGEL Technology
12-2019 - 4-2023
Lead Presales Domain Specialist - EMEA at Citrix
9-2016 - 12-2019
Senior Presales Engineer / Presales Team Leader at Citrix
12-2013 - 9-2016
Technical Architect at Computacenter

Education

1996 - 2000
BSc from Leeds Beckett University
Education details unavailable from Brumby Comprehensive School

More Information

Social Presence :

Prographics :

Exp : 18 Location : Stapleford, England, United Kingdom Job Level : Mid-senior Designation : Director Presales Engineering at IGEL Technology
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Insights For Selling To John

During A Call Or A Meeting

DO's

  • Ask them at the end if they see a strong value prop in your product; expect an honest answer
  • Use phrases like 'your team deserves', 'best in class' etc.
  • Suggest clear next steps with confidence, don't be vague or hesitant

DONT's

  • Don't shy away from asking hard questions, but be extra polite
  • Don't focus too much on mutual contacts or bother about other stakeholders, focus on them
  • Don't get into pricing discussions early on, steer conversation towards proven results

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with John is

  • Strong proof of impact and their conviction will matter the most, but they wouldn't want to act unilaterally either
  • Will you ever get a clear answer from John

  • They will say no if they are not convinced but you will have to prompt them.

Insights For Deal Planning

    How fast (or slow) will John move?

  • They will want to understand things well but can move fast once they have a clear picture.
  • Can John take some risk or not?

  • They have good risk tolerance but are likely to think it through once or twice.

You And John

Personality Compatibility


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