Larry Silver

Editor
DISC Type : SC

Vice President of Federal Sales at Magnet Forensics

Gaithersburg, Maryland, United States

Overview

Larry is an accomplished technology sales leader with extensive expertise in IT initiatives for the government sector. He has a demonstrated history of driving multi-million dollar sales growth and specializes in mobility, security, and cloud solutions. He holds a BS from the University of Maryland.

Outside of his professional life, Larry follows sports, showing a particular interest in the Baltimore Ravens. His connection to the University of Maryland suggests a strong affinity for his alma mater and its community.

Unique fact: He holds a Department of Defense (DoD) Top Secret Clearance.

Personality Overview

Fact-Driven

Sometimes Friendly

Objective Thinker

They do not like taking risks at all and go for proven options in the end.  The only way to convince them is by showing them examples and ample proof. They are always well-planned and adopt a systematic approach.

Topics They Care About

Attack Surface Management
He frequently posts about the importance of managing digital attack surfaces to mitigate cybercrime, highlighting it as a constant minute-by-minute effort.
Federal Cybersecurity
His career is centered on driving sales in the federal and government channels, underscored by his experience as Director of Federal Solutions and a DoD Top Secret Clearance.
Threat Intelligence
He shares content on advanced threat intelligence, such as the analysis of the SolarWinds campaign, showcasing an interest in deep cybersecurity analysis.

Media Appearances

Larry has no verified media appearances

Work History

8-2024
Vice President of Federal Sales at Magnet Forensics
8-2022 - 8-2024
Prime8 Sales Manager, Microsoft | RiskIQ - Acquisition Integration Team at Prime 8 Consulting
10-2021 - 8-2022
Director of Federal Solutions / RiskIQ at Microsoft
6-2020 - 10-2021
Director of Federal Solutions at RiskIQ
6-2017 - 3-2020
Director of Channels, Federal at DataStax

Education

BS from University of Maryland

More Information

Social Presence :

Prographics :

Exp : 29 Location : Gaithersburg, Maryland, United States Job Level : Senior Designation : Vice President of Federal Sales at Magnet Forensics
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Insights For Selling To Larry

During A Call Or A Meeting

DO's

  • Actively address their concerns around change, risk, and acceptance by users
  • Use phrases like 'results based on data', 'measurable proof', 'X% growth' etc.
  • If they are not asking many questions, nudge them to ask questions rather than just starting to talk yourself

DONT's

  • Avoid emotional and informal language, stay objective and to the point instead
  • Avoid phrases like ‘trust me’, ‘you will just love it’ etc.
  • Do not sound overly eager, modulate your energy levels especially if you are generally enthusiastic

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Larry 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 Larry

  • Often, they don't say no, or keep going about it in circles.

Insights For Deal Planning

    How fast (or slow) will Larry move?

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

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

You And Larry

Personality Compatibility


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