John Stockman

Critic
DISC Type : C

Sr Cyber Defender at SAP

Glen Mills, Pennsylvania, United States

Overview

John has no verified overview

Personality Overview

Negotiator

Objective Thinker

Precise

They like to do things independently and don’t look for support from others.  It is very likely that they will negotiate pricing or other important terms. Unless the value is proven by data, they are unlikely to value fancy features.

Topics They Care About

John has no verified topics they care about

Media Appearances

John has no verified media appearances

Work History

10-2020
Sr Cyber Defender at SAP
4-2020 - 10-2020
Information Security Manager at SageNet
4-2020
Information Security at Chubb
12-2013 - 9-2016
Information Security Manager at Independence Blue Cross
6-2009 - 12-2013
Information Security Technical Engineer at Independence Blue Cross

Education

2012 - 2014
Bachelor's degree from Saint Joseph's University
2009 - 2011
Associate of Arts and Sciences (A.A.S.) from Delaware County Community College

More Information

Social Presence :

Prographics :

Exp : 17 Location : Glen Mills, Pennsylvania, United States Job Level : N/A Designation : Sr Cyber Defender at SAP
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Insights For Selling To John

During A Call Or A Meeting

DO's

  • If you can, show them industry reports or analyst comments instead of sharing anecdotal stories
  • Leverage facts and figures wherever possible; use percentages, numbers etc.
  • Be ready for penetrating questions and critical examination of your pitch

DONT's

  • Make extra effort to not seem pushy or confrontational
  • Avoid pushing them too much to involve other stakeholders unless it is critical
  • Don’t try to give too many examples of other users, they like to make their own decisions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with John is

  • Proven ROI, pricing and objective proof points are the factors that sway their decision.
  • Will you ever get a clear answer from John

  • They are comfortable saying no if they are convinced that it is the correct decision.

Insights For Deal Planning

    How fast (or slow) will John move?

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

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

You And John

Personality Compatibility


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