Marc Gray

Enigma
DISC Type : icd

VP Sales Coaching & Enablement at Infor

United Kingdom

Overview

Marc Gray is a global sales enablement executive with over 20 years of experience in SaaS, high-tech, and manufacturing. He specializes in driving revenue transformation and elevating sales performance. Marc holds an MBA from the University of Portsmouth and has studied digital business strategy at MIT.

His unique career path includes leading large-scale operational and digital transformations at both a top-ten global university, Imperial College London, and a major aerospace firm, BAE Systems.

Personality Overview

Fast Follower

Friendly Yet Blunt

Persuasive & Assertive

They can sound friendly and charming but can quickly change gears to become inquisitive and probing  They are generally strong communicators and are not easy to convince. They are likely to ask many questions and look heavily for supporting proof as well as information.

Topics They Care About

Sales Enablement
As VP of Sales Coaching & Enablement, he is actively hiring for and building global programs to elevate seller performance and drive meaningful change at scale.
AI in Sales
His recent focus includes building global programs at the intersection of Agentic AI and Enterprise SaaS to transform the customer journey and enable success.
Revenue Growth
He focuses on improving revenue productivity by strengthening pipeline health, increasing conversion rates, and improving forecast accuracy for enterprise SaaS portfolios.

Media Appearances

Marc has no verified media appearances

Work History

4-2023
VP Sales Coaching & Enablement at Infor
1-2020 - 4-2023
Senior Director Global Sales Coaching & Enablement at Infor
8-2019 - 12-2019
Senior Director Industry & Solution Strategy at Infor
6-2015 - 7-2019
Director Operational Excellence at Imperial College London
12-2013 - 6-2015
Head of Transformation at BAE Systems

Education

2018 - 2019
Digital Business Strategy from MIT Sloan School of Management
2009 - 2011
Master of Business Administration (MBA) from University of Portsmouth

More Information

Social Presence :

Prographics :

Exp : 25 Location : United Kingdom Job Level : Senior Designation : VP Sales Coaching & Enablement at Infor
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Insights For Selling To Marc

During A Call Or A Meeting

DO's

  • Use a combination of data as well as stories for your pitch, a ppt might not be necessary
  • Leverage 'negging', or the art of asking negative questions like "you must not be convinced yet..."
  • Help them realize that any personal risk in making this decision is far less compared to what the results could mean for them

DONT's

  • Avoid long presentations and just 'high-level' value proposition, dive into the details
  • Avoid making offhand commitments, understand the root of their concerns first
  • Don’t be too objective but make sure to pad your storytelling with data points

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Marc is

  • Proven value, strong objective evidence are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Marc

  • They are practical and friendly, but can give a clear response with a little prodding

Insights For Deal Planning

    How fast (or slow) will Marc move?

  • They like to be detailed, so unless they develop strong conviction, they can take their time to arrive at decisions
  • Can Marc take some risk or not?

  • They evaluate their decisions systematically and do not take risks that often, unless you can get them to develop strong conviction

You And Marc

Personality Compatibility


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