Les Richardson

Wildcard
DISC Type : csi

Senior Account Executive at Mitratech

Slough, England, United Kingdom

Overview

Les Richardson is a retired Senior Sales Manager with a robust background in the computer software industry. He specialized in Governance, Risk, and Compliance (GRC) and Enterprise Content Management (ECM) solutions for the financial services sector. He holds a BA Hons from the University of York.

His career is marked by a unique transition from a technical leadership position as a Group IT Director to senior sales and account executive roles.

Personality Overview

ROI Driven

Friendly But Slow

Requires Proof

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

Topics They Care About

Governance & Compliance
His career was centered on GRC solutions, and his shared content frequently discusses GDPR, policy management, and corporate responsibility.
Enterprise Content Management
He has deep experience with ECM software from his time at Mitratech and Hitec, focusing on improving business processes and document management.
Financial Services Tech
His specialist market sector throughout his senior sales career was providing GRC and ECM technology solutions to the financial industry.

Media Appearances

Les has no verified media appearances

Work History

8-2016 - 7-2025
Senior Account Executive at Mitratech
7-2007 - 7-2016
Sales Manager (Banking and Finance) at Hitec (Laboratories) Ltd
1-2001 - 7-2007
Sales Manager at Version One Ltd
1-2000 - 12-2000
Group IT Director at Perry Group PLC
12-1999
IT Services Manager at Jewson

Education

1975 - 1978
BA Hons from University of York

More Information

Social Presence :

Prographics :

Exp : 25 Location : Slough, England, United Kingdom Job Level : N/A Designation : Senior Account Executive at Mitratech
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Insights For Selling To Les

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
  • Help them realize that there is no personal risk in making this decision

DONT's

  • Do not sound overly eager, modulate your energy levels especially if you are generally enthusiastic
  • Don’t overhype the product/pitch, keep it measured
  • Avoid phrases like ‘trust me’, ‘you will just love it’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Les is

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

  • 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 Les move?

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

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

You And Les

Personality Compatibility


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