Keith Thomas

Wildcard
DISC Type : sci

Senior Director Global Alliance and Channel at ShareFile

Oakland, California, United States

Overview

Keith has no verified overview

Personality Overview

Requires Proof

Curious But Skeptical

Friendly But Slow

They typically tend to be late adopters even when they seem friendly and excited about what you have to sell  They are unlikely to ever become strong champions even when the conversations are going well; you should focus on cultivating other champions They are often friendly and nice, but can sometimes suprise you with their piercing questions

Topics They Care About

Keith has no verified topics they care about

Media Appearances

Keith has no verified media appearances

Work History

5-2023 - 1-2025
Senior Director Global Alliance and Channel at ShareFile
1-2020 - 9-2022
Worldwide Partner Business Development at Zendesk
5-2014 - 1-2020
Director Alliances at KPMG
5-2012 - 5-2014
Associate Partner, North America Oracle Alliance & Business Development at IBM
8-2011 - 5-2012
Senior Director, Deloitte Global Alliance & Channel Manager at Oracle

Education

1995 - 1997
MBA from Boston College Carroll School of Management
1988 - 1992
BA from University of Rochester

More Information

Social Presence :

Prographics :

Exp : 16 Location : Oakland, California, United States Job Level : N/A Designation : Senior Director Global Alliance and Channel at ShareFile
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Insights For Selling To Keith

During A Call Or A Meeting

DO's

  • Focus on immediate action-items rather than the larger goals
  • Persuade objectively how your product will help them achieve their goals
  • Invite them for a social do but don’t rely solely on the relationship

DONT's

  • Avoid phrases like ‘trust me’, ‘you will just love it’ etc.
  • Do not sound overly eager, modulate your energy levels especially if you are generally enthusiastic
  • Avoid winging it with them particularly, answer a question only if you know the answer well

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Keith is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Keith

  • They are likely to give you a clear answer without taking you around in circles. However, if you share a good relationship, they might not be so forthcoming.

Insights For Deal Planning

    How fast (or slow) will Keith move?

  • They like to perform full analysis and can take time to make any decision.
  • Can Keith take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Keith

Personality Compatibility


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