Leah Heston

Questioner
DISC Type : c

Sr. CSG Account Executive at Dell Technologies

Greater Indianapolis, United States

Overview

Leah Heston is a Senior CSG Account Executive at Dell Technologies, focusing on modernizing organizations with AI PCs and endpoint solutions. A Ball State University graduate, she has a strong record of exceeding sales targets in the healthcare IT sector. Colleagues describe her as highly motivated and successful.

Outside of her career in technology, Leah has a background in competitive athletics. She was a successful collegiate softball player, bringing a disciplined and team-oriented perspective to her professional life. She led her high school team to a state championship.

She was an all-state softball selection in high school before playing at the collegiate level.

Personality Overview

Price-Sensitive

Value Seeker

Systematic

They are more likely than others to negotiate on pricing and terms.  They generally do not appreciate an overfriendly approach and prefer to stay to-the-point. They prefer to analyze every situation thoroughly.


Topics They Care About

AI in the Workplace
Her current role and recent activity focus on how Dell's AI PCs and Copilot+ can transform workforce productivity and device strategy for modern businesses.
Healthcare IT Solutions
Has extensive experience and major wins in the healthcare vertical, including negotiating an $18M private cloud deal and managing key provider accounts.
Enterprise Account Growth
Consistently demonstrates an ability to drive substantial growth, achieving 300% expansion in past territories and securing $37M in contract value at a previous role.

Media Appearances

Leah has no verified media appearances

Work History

2-2025
Sr. CSG Account Executive at Dell Technologies
11-2023 - 2-2025
VMware Account Director - Healthcare, LifeSciences & Payers at Broadcom
5-2022 - 11-2023
Client Executive - Healthcare IN/KY at VMware
5-2017 - 1-2022
Enterprise Account Executive at Dell Technologies
3-2014 - 5-2017
Sr. Account Manager at CBTS

Education

Bachelor of Science from Ball State University
Graduated from Washington High School

More Information

Social Presence :

Prographics :

Exp : 11 Location : Greater Indianapolis, United States Job Level : Middle Designation : Sr. CSG Account Executive at Dell Technologies
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Insights For Selling To Leah

During A Call Or A Meeting

DO's

  • Emphasise more on facts and measurable benefits
  • Share as much information as possible regarding your product
  • Tell them that you will come back if you don’t have a good answer for a question

DONT's

  • Don’t try to be too friendly or informal with them
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Avoid rushing them, be polite and patient

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Leah is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Leah

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Leah move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Leah take some risk or not?

  • They can take risk if they are convinced that they have analyzed the circumstances well.


You And Leah

Personality Compatibility


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