Kevin Steubing

Planner
DISC Type : Sc

Vice President - International Sales & Business Development at L3Harris Technologies

United States

Overview

Kevin Steubing is the Vice President of International Sales & Business Development at L3Harris Technologies. He specializes in network modernization and enhancing coalition collaboration for allied nations, driving growth in tactical communications. He holds a BSE from the University of Michigan and an MBA from the Rochester Institute of Technology.

He leads sales and business development for the Middle East and Central Asia from the companys regional hub in Abu Dhabi, UAE.

Personality Overview

Inflexible

Not Very Vocal

Overcautious

They are heavily focused on quality and prefer doing things the right way, even if it takes time.  They tend to have clarity about their needs and constraints, and are unlikely to over-promise. The only way to convince them is by showing them examples and ample proof.

Topics They Care About

Defense Network Modernization
He frequently speaks on delivering comprehensive communication network modernization solutions to allied forces worldwide to help them stay ahead of adversaries.
Allied Interoperability
Focuses on enhancing collaboration between coalition forces by providing integrated technologies that shorten the decision and action cycle on the battlefield.
MENA Strategic Partnerships
Based in Abu Dhabi, he is responsible for driving growth and reinforcing L3Harris's long-standing partnerships with defense forces in the Middle East and North Africa.

Media Appearances

Edge signs collaboration MoU with L3Harris Technologies. Featured in GDN Online

See Now

Work History

10-2023
Vice President - International Sales & Business Development at L3Harris Technologies
1-2021
Regional Managing Director - Middle East, Africa & Central Asia at L3Harris Technologies
9-2019 - 1-2021
Regional Managing Director, Middle East & Central Asia at L3Harris Technologies
8-2008 - 6-2011
Sales Manager, Central Asia at Harris RF Communications
1-2007 - 8-2008
Sales Engineer at Harris RF Communications

Education

2004 - 2008
MBA from Rochester Institute of Technology
1999 - 2003
BSE from University of Michigan

More Information

Social Presence :

Prographics :

Exp : 14 Location : United States Job Level : Senior Designation : Vice President - International Sales & Business Development at L3Harris Technologies
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Insights For Selling To Kevin

During A Call Or A Meeting

DO's

  • Ask them which other stakeholders would be important for this purchase decision
  • First of all, focus on building their confidence by sharing examples, case studies etc.
  • Expect them to be vague in response to your questions, ask firmly and pointedly

DONT's

  • Don't be very accepting if that is your natural style, stay firm
  • Don't rely on relationship building even if they act pleasantly
  • Don't use phrases like 'do not worry', 'i promise' etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Kevin is

  • For them, low risk and acceptance by others are very important, followed by proof of ROI.
  • Will you ever get a clear answer from Kevin

  • They don’t say no often, they push out the decisions or keep going around in circles.

Insights For Deal Planning

    How fast (or slow) will Kevin move?

  • They do not like to take decisions in a hurry, so they could be slow in making their mind up.
  • Can Kevin take some risk or not?

  • They are low on risk-appetite and prefer to make informed decisions.

You And Kevin

Personality Compatibility


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