Ken Heinrich

Energizer
DISC Type : I

Director, North America Sales - Microsoft at Arrow ECS North America

Canada

Overview

Ken Heinrich is the Director of North American Sales for Microsoft at Arrow ECS, specializing in channel strategy and partner development for SaaS and cloud solutions. His expertise includes go-to-market execution and sales leadership. He holds an Honors Bachelor of Commerce from Laurentian University.

His career has been dedicated to building and managing sales programs and strategic alliances for major technology vendors including Microsoft and Toshiba.

Personality Overview

Big Picture Person

Full Of Energy

Informal

They are not always early adopters but can be pursuaded by leveraging strong relationships.  They excel at seeing the bigger picture, and the long-term impact of their decisions. They are naturally enthusiastic, so take their promise with a pinch of salt.

Topics They Care About

Channel Partner Strategy
His focus is on developing and executing channel strategies to drive growth for cloud and SaaS solutions through partner ecosystems.
Microsoft Cloud Sales
He leads the North American sales division focused specifically on growing the Microsoft portfolio, including Azure, within the Arrow network.
Go-to-Market Execution
Possesses deep expertise in bringing technology solutions to market, managing vendor relationships, and enabling sales teams for success.

Media Appearances

Ken has no verified media appearances

Work History

1-2024
Director, North America Sales - Microsoft at Arrow ECS North America
1-2022 - 12-2023
Field Sales Manager, Cloud at Arrow ECS North America
12-2020 - 12-2021
Cloud Channel Manager at Arrow ECS North America
6-2015 - 12-2020
Director - Solutions & Cloud Services at Toshiba of Canada
8-2012 - 5-2015
Director, Program Sales at No Panic Computing

Education

1990 - 1995
Honors Bachelor Commerce from Laurentian University/Université Laurentienne

More Information

Social Presence :

Prographics :

Exp : 15 Location : Canada Job Level : Mid-senior Designation : Director, North America Sales - Microsoft at Arrow ECS North America
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Insights For Selling To Ken

During A Call Or A Meeting

DO's

  • Speak enthusiastically with energy, maintain a clear and confident tone
  • Be friendly and entertaining in your conversation
  • Talk anecdotally about the customer experience that your product offers

DONT's

  • Avoid overloading them with too much detail
  • Don’t be too formal, focus on building comfort and trust
  • Avoid ifs and buts, don’t talk too much about the risks etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Ken is

  • Relationship and trust can be vital with them, sometimes more than anything else.
  • Will you ever get a clear answer from Ken

  • They are unlikely to say no directly, you have to make that decision yourself.

Insights For Deal Planning

    How fast (or slow) will Ken move?

  • They are not the fastest decision makers, their friendly approach can give false positive signals.
  • Can Ken take some risk or not?

  • They can take certain risks that are unlikely to have personal consequences.

You And Ken

Personality Compatibility


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