Kevin Smith

Enthusiast
DISC Type : i

Renewals Leader at Cisco

Greater Orlando, United States

Overview

Kevin Smith is a Renewals Leader at Cisco with a 25-year record of providing technology solutions, specializing in leading federal-focused sales teams. His expertise includes enterprise agreements and datacenter solutions, and he holds a VMWare Sales Certification.

Kevin has academic roots on the West Coast and in the Rocky Mountains, having earned Masters degrees from both California State University, Long Beach, and the University of Colorado, Colorado Springs.

In a previous software sales role at Cisco, he impressively achieved 213% of his goal for the year.

Personality Overview

Consensus Focused

Amiable & Agreeable

Non-Confrontational

They prefer to build relationships rather than staying totally transactional.  Unlike D or C types, they are convinced more by stories and testimonials. They tend to be agreeable by nature, so take their promises with a pinch of salt.


Topics They Care About

Federal Sales
Currently leads a team of federal-focused sales pioneers and previously drove strategic enterprise agreement sales within the Federal market for Cisco.
Recurring Revenue Models
Has direct experience transitioning software sales to recurring revenue offerings, a key business model shift in the technology sector.
Datacenter Solutions
His background includes selling datacenter and cloud solutions at Cisco and leading datacenter sales to enterprise customers at Hewlett-Packard.

Media Appearances

Kevin has no verified media appearances

Work History

8-2019
Renewals Leader at Cisco
2-2016 - 8-2019
Software Sales at Cisco
5-2011 - 2-2016
UCS Sales Specialist at Cisco
9-2002 - 5-2011
Sales Professional at Hewlett-Packard
7-2001 - 9-2002
Sales Professional at The Upgrade Group

Education

2003 - 2006
Masters from University of Colorado Colorado Springs
1987 - 1993
MA from California State University, Long Beach

More Information

Social Presence :

Prographics :

Exp : 31 Location : Greater Orlando, United States Job Level : Senior Designation : Renewals Leader at Cisco
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Insights For Selling To Kevin

During A Call Or A Meeting

DO's

  • Invite them for a lunch or a drink/coffee
  • Speak from experience about success that the product has seen with other customers
  • Ask them how their day is going or exchange some other pleasantries

DONT's

  • Avoid overloading them with too much information
  • Don’t be too formal with them, they trust informality more
  • Don’t push them for a direct ‘no’, take lack of ‘yes’ as ‘no’ after some time

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Kevin is

  • Relationship and rapport are valuable for them, but so is proven product value.
  • Will you ever get a clear answer from Kevin

  • They are unlikely to say no directly.

Insights For Deal Planning

    How fast (or slow) will Kevin move?

  • They are not very fast decision makers, even while they continue to stay engaged.
  • Can Kevin take some risk or not?

  • They can take some low-probability risks if needed.

You And Kevin

Personality Compatibility


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