Katharine Horvat

Critic
DISC Type : C

Sr. Enterprise Account Executive at Amazon Web Services (AWS)

Dallas, Texas, United States

Overview

Katharine Horvat is a Senior Account Executive at Amazon Web Services specializing in consultative solution selling to Fortune 1000 clients. With an MBA in finance and strategy, she has extensive experience in large pursuit sales, contract negotiation, and exceeding multi-million dollar quotas.

She was recognized as AWSs "Rookie of the Year" in her first year with the company.

Personality Overview

Objective Thinker

Negotiator

ROI Driven

Unless the value is proven by data, they are unlikely to value fancy features.  They enjoy working alone and do not rely on others very often. They prefer to do logical analysis and value evidence over emotions.

Topics They Care About

AI Innovation
Katharine recently earned her AWS Certified AI Practitioner certification and has posted about her excitement for AI innovation at AWS.
Consultative Selling
Her career is centered on a consultative approach to sales, focusing on solving customer business goals with technology solutions.
Customer Success
She publicly celebrates successful client outcomes, such as ensuring a peak season success for Affirm, and embraces a "customer-obsessed" culture.

Media Appearances

Katharine has no verified media appearances

Work History

3-2022
Sr. Enterprise Account Executive at Amazon Web Services (AWS)
1-2017 - 3-2022
Client Solutions Executive at VMware
7-2015 - 1-2017
Client Solutions Director at Dell EMC
5-2005 - 7-2015
Pre-sales Consultant – IT Service Management Systems (ITSM) and Transition at Xerox
8-2004 - 4-2005
Transition Project and Relationship Manager at Xerox

Education

BA from Vanderbilt University
MBA from Southern Methodist University

More Information

Social Presence :

Prographics :

Exp : 27 Location : Dallas, Texas, United States Job Level : Mid-senior Designation : Sr. Enterprise Account Executive at Amazon Web Services (AWS)
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Insights For Selling To Katharine

During A Call Or A Meeting

DO's

  • Be formal and objective, they will appreciate it more
  • Be ready for penetrating questions and critical examination of your pitch
  • Don’t forget to mention how you compare to competition on both features and pricing

DONT's

  • Don’t try too hard to build a relationship with them
  • Do not use very emotional or colorful language
  • Don’t rush them till they have clearly gotten all the necessary information

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Katharine is

  • Strong evidence of ROI, effective pricing, and proven data points matter the most to them.
  • Will you ever get a clear answer from Katharine

  • It is not very hard for them to say no if they are not convinced about the decision.

Insights For Deal Planning

    How fast (or slow) will Katharine move?

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

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

You And Katharine

Personality Compatibility


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