Larry Rocha

Wildcard
DISC Type : ics

Director of IT - Operational Technology at PSEG Long Island LLC

Deep River, Connecticut, United States

Overview

Larry Rocha is the Director of IT for Operational Technology at PSEG Long Island, specializing in IT infrastructure for the utilities sector. His extensive background includes managing large-scale data transport, voice communications, and data center networks for companies like CPS Energy. He holds a Bachelor of Applied Science from ITT Technical Institute.


During his tenure at CPS Energy, he was responsible for the design and implementation of over 1500 miles of dark fiber infrastructure.

Personality Overview

Friendly But Slow

Curious But Skeptical

ROI Driven

They are often friendly and nice, but can sometimes suprise you with their piercing questions  They are unlikely to ever become strong champions even when the conversations are going well; you should focus on cultivating other champions They typically tend to be late adopters even when they seem friendly and excited about what you have to sell

Topics They Care About

Operational Technology (OT)
His career is focused on the intersection of Information Technology and Operational Technology within the energy and utilities industry, a key part of his current and past director roles.
Utility Infrastructure
Managed critical infrastructure, including networks for 144 substations and over 1500 miles of dark fiber, demonstrating deep expertise in the utility sector's unique technological needs.
Data Center Networks
Previously responsible for the network infrastructure of five data centers while at CPS Energy, highlighting his experience in maintaining high-availability enterprise systems.

Media Appearances

Larry has no verified media appearances

Work History

7-2023
Director of IT - Operational Technology at PSEG Long Island LLC
5-2020 - 7-2023
Manager of IT at Versant Power
10-2019 - 5-2020
Manager of IT at Emera Maine
6-2017 - 10-2019
Manager of Unified Communications at CPS Energy
3-2014 - 6-2017
Manager of Enterprise Network and Data Transport Services at CPS Energy

Education

2000 - 2004
Bachelor of Applied Science (B.A.Sc.) from ITT Technical Institute - San Antonio

More Information

Social Presence :

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Exp : 13 Location : Deep River, Connecticut, United States Job Level : Mid-senior Designation : Director of IT - Operational Technology at PSEG Long Island LLC
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Insights For Selling To Larry

During A Call Or A Meeting

DO's

  • Share testimonials from known people and give multiple examples of product value
  • Help them realize that there is no personal risk in making this decision
  • Persuade objectively how your product will help them achieve their goals

DONT's

  • Do not sound overly eager, modulate your energy levels especially if you are generally enthusiastic
  • Don't ask them to move fast, let them take their time and digest all the information
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Larry is

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

  • They are likely to give you a clear answer without taking you around in circles. However, if you share a good relationship, they might not be so forthcoming.

Insights For Deal Planning

    How fast (or slow) will Larry move?

  • They like to perform full analysis and can take time to make any decision.
  • Can Larry take some risk or not?

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

You And Larry

Personality Compatibility


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