Lincoln Glover

Pioneer
DISC Type : DIS

Senior Channel Account Manager at OpenText

Columbia, South Carolina, United States

Overview

Lincoln is a results-driven professional with over 15 years of experience in technology sales, focusing on cybersecurity and cloud solutions at OpenText. As a Senior Partner Manager, he drives growth for value-added resellers and managed service providers in the Eastern US. People often describe him as resourceful, dynamic, professional, and a thought leader.

Personality Overview

Dynamic But Sincere

Driven But Considerate

Friendly But Fast

If they are convinced, they can become very strong champions for your product  They have the unique ability to win both love and respect from their team (or outsiders) They combine a unique set of diverse traits where they are fast and friendly but can slow down to be thorough when needed

Topics They Care About

Channel Partner Growth
His current role is dedicated to driving growth for VARs and MSPs on the East Coast with OpenText's cybersecurity portfolio.
Cybersecurity Solutions
He actively discusses the value of penetration and vulnerability scanning, and his expertise includes Carbonite, Webroot, and Zix product lines.
Cloud Infrastructure
His career includes extensive experience with IaaS, disaster recovery, and multi-cloud cost management from his time at Cloudyn and Faction, Inc.

Media Appearances

Lincoln has no verified media appearances

Work History

8-2021
Senior Channel Account Manager at OpenText
4-2019 - 4-2021
Regional Partner Manager at Unitrends
4-2018 - 4-2019
Senior Account Manager at Priorpoint Managed Cloud Services
9-2016 - 9-2017
Account Manager at Cloudyn
9-2015 - 8-2016
Business Development Manager at Faction, Inc.

Education

2000 - 2001
Broadcast Journalism from The Defense Information School
1993 - 1995
Media Arts from University of North Carolina at Pembroke

More Information

Social Presence :

Prographics :

Exp : 9 Location : Columbia, South Carolina, United States Job Level : Middle Designation : Senior Channel Account Manager at OpenText

Interested in

Sports

Varsity Wrestler

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Insights For Selling To Lincoln

During A Call Or A Meeting

DO's

  • Keep your pitch focused on the impact but nurture the relationship too
  • Ask them for a lunch or coffee once some rapport has been established
  • Showcase existing customers and use case-studies to grab their attention

DONT's

  • Don’t be very informal during the early interactions even if they are being so themselves
  • Avoid focusing only on the product or its ROI, keep building trust subtly
  • Don’t be too verbose or overly friendly; a little bit, however, is fine

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Lincoln is

  • Nothing less than a strong combination of proof of results, relationship and high levels of professionalism is effective with them.
  • Will you ever get a clear answer from Lincoln

  • They can say no while staying friendly, but can also be pursuaded to reconsider

Insights For Deal Planning

    How fast (or slow) will Lincoln move?

  • They are generally fast movers and can take quick decisions
  • Can Lincoln take some risk or not?

  • They have high risk-appetite but can get ahead of themselves once in a while. Observe carefully

You And Lincoln

Personality Compatibility


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