Justin Smith

Evaluator
DISC Type : csd

Director - AV & Sales Engineering at Education Management Solutions (EMS)

West Chester, Pennsylvania, United States

Overview

Justin is the Director of AV & Sales Engineering at Education Management Solutions, leading a team of technical experts. He specializes in the end-to-end implementation of enterprise-level AV systems for medical training centers, from design and purchasing to support. He holds a BS from West Chester University of Pennsylvania.

Outside of his technical leadership role, Justin has shown an interest in domestic travel, particularly to destinations known for outdoor activities like Colorado. He follows developments at Drexel University and technology trends from major companies like Microsoft.

He recently earned a Netgear AV Certification, demonstrating a commitment to continuous professional development.

Personality Overview

Thorough Evaluator

Quality Focused

Hard To Convince

They are not very likely to become strong advocates of your product or service  They focus on the results, but can still be quite procedural and analytical about how to get there They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical

Topics They Care About

Medical Simulation AV
His career is focused on designing and implementing AV systems specifically for medical training centers, including recent solutions like "Training in Motion. "
Sales Engineering
His role involves leading sales engineering efforts, ensuring that project designs align with customer requirements, budget, and scope for seamless integration.
Team Leadership
He is responsible for leading a team of technical experts, fostering cross-functional collaboration, and driving solution excellence at his company.

Media Appearances

Justin has no verified media appearances

Work History

3-2025
Director - AV & Sales Engineering at Education Management Solutions (EMS)
2-2022 - 4-2025
Project Engineering Manager at Education Management Solutions (EMS)
1-2021 - 2-2022
Senior Project Manager at Education Management Solutions (EMS)
8-2002 - 2-2011
Textbook Manager at Lieberman's Dynamic Bookstore

Education

2009 - 2013
BS from West Chester University of PA

More Information

Social Presence :

Prographics :

Exp : 13 Location : West Chester, Pennsylvania, United States Job Level : Mid-senior Designation : Director - AV & Sales Engineering at Education Management Solutions (EMS)
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Insights For Selling To Justin

During A Call Or A Meeting

DO's

  • Showcase how you can impact results but also make sure that you share detailed information too
  • Help them weigh the risks by sharing objective proof points instead of anecdotes and examples
  • Use phrases like ‘the ROI of this’, ‘X% more’ etc.

DONT's

  • Avoid making strong statements, instead invite them to agree with you by asking them questions
  • Don’t nudge them to do something by using the logic that others have done the same
  • Avoid inviting them for any social interactions until you have built some rapport with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Justin is

  • ROI matters the most to them, followed by process and finally proof of results
  • Will you ever get a clear answer from Justin

  • They might hesitate a little, but will go ahead and say no when necessary (or asked)

Insights For Deal Planning

    How fast (or slow) will Justin move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Justin take some risk or not?

  • They have relatively low risk-appetite and are not very likely to go for something unproven and risky

You And Justin

Personality Compatibility


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