Ken McCray

Commander
DISC Type : D

Vice President of Channel Sales at Fortinet

Plano, Texas, United States

Overview

Ken has no verified overview

Personality Overview

Strong-Willed

Impact-Driven

Decisive

They like to stay in control of the negotiation or defining of the terms.  They are less concerned about the product and more about its potential impact. They prefer to move quickly, and expect the same from others.

Topics They Care About

Ken has no verified topics they care about

Media Appearances

Ken has no verified media appearances

Work History

1-2023 - 6-2025
Vice President of Channel Sales at Fortinet
12-2021
Chief Executive Officer at Kenneth McCray Consulting
1-2016 - 12-2021
Head of Channel Sales & Operations at McAfee
7-1993 - 1-2016
Senior Director, North America Channel Sales at McAfee

Education

Master of Business Administration (EMBA) from Rochester Institute of Technology - Saunders College of Business
Bachelor of Science (BS) from DeVry University

More Information

Social Presence :

Prographics :

Exp : 31 Location : Plano, Texas, United States Job Level : Leadership Designation : Vice President of Channel Sales at Fortinet
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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 without becoming too analytical
  • Speak about competitive differentiation that your product offers
  • Make sure that you circle back fast on any action items, it wins their trust

DONT's

  • Do not spend too much time focusing on product tech or features
  • Do not hesitate from asking counter questions, just avoid challenging their authority
  • Don’t be in a rush to invite them for a social meet and greet

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Ken is

  • Confidence in impact is paramount to them, followed by a sense of achievement and ROI.
  • Will you ever get a clear answer from Ken

  • If they are not convinced, they will have no hesitation in telling you the same.

Insights For Deal Planning

    How fast (or slow) will Ken move?

  • If convinced, they can reach decisions quite fast.
  • Can Ken take some risk or not?

  • They do not shy away from taking risks, but can be quite binary about them.

You And Ken

Personality Compatibility


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