Kurt Sand

Observer
DISC Type : ic

General Manager, Machine Identity Security at CyberArk

Newton Centre, Massachusetts, United States

Overview

Kurt has no verified overview

Personality Overview

Assertive

Example Seeker

Value Driven

They can sound friendly and charming but can quickly change gears to become inquisitive and probing.  They are generally strong communicators and are not easy to convince. They often ask many questions and rely heavily on information and documentation.

Topics They Care About

Kurt has no verified topics they care about

Media Appearances

Kurt has no verified media appearances

Work History

10-2020
General Manager, Machine Identity Security at CyberArk
5-2018 - 10-2020
VP, Head of Automation Business, Enterprise Software Division at Broadcom Inc.
1-2014 - 5-2018
VP, General Manager of Insight Software Business at NetApp
Director, Product Management and Strategy for Rational Software Division at IBM
Director, Product Management for Application Lifecycle Management (ALM) products at Telelogic

Education

CyberArk | Wharton Expand Program 2022 from Wharton Executive Education
1997 - 2000
Course work from The George Washington University

More Information

Social Presence :

Prographics :

Exp : 12 Location : Newton Centre, Massachusetts, United States Job Level : Senior Designation : General Manager, Machine Identity Security at CyberArk
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Insights For Selling To Kurt

During A Call Or A Meeting

DO's

  • Use phrases like ‘clear proof that’, ‘data shows’ etc.
  • Invite them for a social do but don’t rely solely on the relationship
  • Build rapport, it will come handy to handle hard questions later

DONT's

  • Don’t try to rush them into a decision, provide all necessary information first
  • Don’t rely excessively on your relationship with them to win the deal
  • Don’t brush off any concerns, take all questions seriously

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Kurt is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Kurt

  • They are practical yet friendly, don’t expect a clear no very often.

Insights For Deal Planning

    How fast (or slow) will Kurt move?

  • They like to analyze well and then make their decisions.
  • Can Kurt take some risk or not?

  • They systematically evaluate all decisions and are unlikely to take many risks.

You And Kurt

Personality Compatibility


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