Lawrence (Larry) Kovac

Sharpshooter
DISC Type : CD

Senior Account Executive at Compugen Inc

Pickering, Ontario, Canada

Overview

Lawrence is a progressive senior account executive at Compugen Inc. with over 15 years of experience in sales and business development. He excels in cultivating strategic partnerships to enhance company presence and market share. He holds a Bachelor of Arts from the University of Toronto.

He is described by colleagues as someone always willing to provide guidance and support to help close a sale. Lawrence recently became a Zscaler Certified Sales Professional, demonstrating his commitment to staying current with cybersecurity trends.

Personality Overview

ROI Driven

Fast But Analytical

Precise But Practical

They respond better to strong and respectful interactions.  They are not focused on building rapport and relationships. They like to be in a position where they can control the conversation and terms.

Topics They Care About

Cybersecurity Sales
He recently obtained a Zscaler Certified Sales Professional certification, highlighting a current focus on cybersecurity solutions and sales strategies.
Strategic Partnerships
His career highlights expertise in cultivating long-term strategic partnerships and alliances that yield high returns and increase market share.
Enterprise IT Solutions
Across roles at Compugen, Kyndryl, and IBM, he has focused on delivering end-to-end IT services, resiliency, and hybrid cloud solutions to large Canadian enterprises.

Media Appearances

Lawrence has no verified media appearances

Work History

8-2024
Senior Account Executive at Compugen Inc
3-2022 - 10-2023
Associate Director Security and Resiliency at Kyndryl
9-2018 - 3-2022
Sr. Sales Executive - CSP at Ingram Micro
6-2017 - 7-2018
Cloud Software Sales Executive - Strategic Growth Team at IBM
7-2015 - 6-2017
Hybrid Cloud (Middleware) Sales Executive - Canadian CSP, MSP & Telecommunications at IBM

Education

1991 - 1996
Bachelor of Arts from University of Toronto
Certificate from OPAS – Toronto (ON)

More Information

Social Presence :

Prographics :

Exp : 10 Location : Pickering, Ontario, Canada Job Level : Middle Designation : Senior Account Executive at Compugen Inc
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Insights For Selling To Lawrence (Larry)

During A Call Or A Meeting

DO's

  • When negotiating terms, help them build an impression that they are the ones calling the shots
  • Use phrases like ‘it’s your decision’, ‘strategic impact’ etc.
  • Make sure that you circle back fast on any action items, it wins their trust

DONT's

  • Don’t focus on process and rules, give the impression of being a ‘gets it done’ person
  • Do not back off when challenged, respond with a confident, objective answer instead
  • Don’t take too much time in sending them information if they ask for any

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Lawrence (Larry) is

  • Conviction around the impact matters the most to them, followed by a sense of achievement and ROI.
  • Will you ever get a clear answer from Lawrence (Larry)

  • If they are not convinced, they will say no without any hesitation.

Insights For Deal Planning

    How fast (or slow) will Lawrence (Larry) move?

  • They can take decisions very fast if you manage to convince them.
  • Can Lawrence (Larry) take some risk or not?

  • The risks don’t matter much to them.

You And Lawrence (Larry)

Personality Compatibility


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