Ken Lantigua, CIMA®

Evaluator
DISC Type : Dcs

Director, Alternatives Sales Director at BlackRock

New York City Metropolitan Area, United States

Overview

Ken has no verified overview

Personality Overview

Fast But Analytical

Thorough Evaluator

Hard To Convince

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 They are not very likely to become strong advocates of your product or service

Topics They Care About

Ken has no verified topics they care about

Media Appearances

Ken has no verified media appearances

Work History

2-2024
Director, Alternatives Sales Director at BlackRock
3-2021 - 2-2024
Director, Market Leader - Private Wealth Advisory Group at BlackRock
5-2019 - 3-2021
Senior Regional Consultant at State Street Global Advisors
9-2016 - 4-2019
Head of Advisory Consulting, Executive Director at UBS
9-2011 - 9-2016
Portfolio Strategy Consultant, Executive Director at UBS

Education

1998 - 2002
Bachelor of Arts - BA from Columbia University
Study Abroad Program from UCL

More Information

Social Presence :

Prographics :

Exp : 16 Location : New York City Metropolitan Area, United States Job Level : Mid-senior Designation : Director, Alternatives Sales Director at BlackRock
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Insights For Selling To Ken

During A Call Or A Meeting

DO's

  • Help them weigh the risks by sharing objective proof points instead of anecdotes and examples
  • Showcase your competitive superiority clearly when possible or address it at the minimum
  • 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
  • Avoid too much small talk, just a few formal pleasantries should be fine
  • 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 Ken is

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

  • 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 Ken move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Ken 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 Ken

Personality Compatibility


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