Joshua Guthrey

Enigma
DISC Type : icd

Regional Sales Manager - APAC at UpGuard

Brisbane, Queensland, Australia

Overview

Joshua Guthrey is the Regional Sales Manager for APAC at UpGuard, a leading cybersecurity firm. He has progressed through several sales roles within the company, demonstrating expertise in third-party risk management and enterprise procurement platforms. He holds Bachelors degrees in Business and Commerce from Griffith University.

Personality Overview

Friendly Yet Blunt

Fast Follower

Challenger

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

Cybersecurity Compliance
He actively discusses regulatory challenges like CPS230, particularly focusing on its impact on the banking and finance sectors in his region.
Third-Party Risk
A core focus of his role at UpGuard, he frequently promotes discussions and events centered on managing third-party risk in financial services.
APAC Sales Growth
He is actively hiring and building out his sales team in the APAC region, specifically recruiting for roles in Singapore to drive expansion.

Media Appearances

Joshua has no verified media appearances

Work History

1-2024
Regional Sales Manager - APAC at UpGuard
6-2023 - 1-2024
Senior Account Executive at UpGuard
11-2021 - 6-2023
Account Executive at UpGuard
3-2019 - 11-2021
Enterprise Account Executive at Felix
1-2019 - 3-2019
Sales Development Representative at Felix

Education

2012 - 2016
Bachelor of Business from Griffith University
2012 - 2016
Bachelor of Commerce from Griffith University

More Information

Social Presence :

Prographics :

Exp : 9 Location : Brisbane, Queensland, Australia Job Level : Middle Designation : Regional Sales Manager - APAC at UpGuard
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Insights For Selling To Joshua

During A Call Or A Meeting

DO's

  • Use phrases like ‘clear evidence’, ‘data-based results’ etc.
  • Be prepared for a mix of questions and inquisitiveness, answer them in the tone in which they have been asked
  • Let them lead the discussion, create opportunities for them to speak if they are not very forthcoming

DONT's

  • Don’t try to rush them into a decision, provide all necessary information first
  • Don’t rely excessively on your relationship with them to win the deal even if you come to form one
  • Avoid long presentations and just 'high-level' value proposition, dive into the details

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Joshua is

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

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

Insights For Deal Planning

    How fast (or slow) will Joshua move?

  • They like to be detailed, so unless they develop strong conviction, they can take their time to arrive at decisions
  • Can Joshua 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 Joshua

Personality Compatibility


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