Mariano Morales

Judge
DISC Type : Dc

Executive Director, Global Technical Account Management at Synopsys Inc

Pittsburgh, Pennsylvania, United States

Overview

Mariano has no verified overview

Personality Overview

Features Driven

Demanding

Quality Focused

They like to stay in control of the negotiation or defining of the terms.  They respond better to strong and respectful interactions. They are less concerned about the product and more about its potential impact.

Topics They Care About

Mariano has no verified topics they care about

Media Appearances

Mariano has no verified media appearances

Work History

1-2026
Executive Director, Global Technical Account Management at Synopsys Inc
11-2024 - 1-2026
Senior Director, Global Technical Account Management at Ansys
1-2023 - 11-2024
Director, Technical Account Management, Aerospace and Defense, Global at Ansys
7-2019 - 1-2023
Senior Manager, Technical Account Management, A&D and Industrial Equipment, EMEA at Ansys
5-2009 - 12-2012
Mechanical Engineer at Enusa Industrias Avanzadas, S.A.

Education

2002 - 2008
Industrial Engineering from Universidad Politécnica de Cartagena

More Information

Social Presence :

Prographics :

Exp : 10 Location : Pittsburgh, Pennsylvania, United States Job Level : Senior Designation : Executive Director, Global Technical Account Management at Synopsys Inc
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Insights For Selling To Mariano

During A Call Or A Meeting

DO's

  • Be respectful but crisp
  • Make sure that you circle back fast on any action items, it wins their trust
  • Refer to testimonials from well-known industry leaders

DONT's

  • Avoid being a storyteller and don’t try to oversell
  • Do not back off when challenged, respond with a confident, objective answer instead
  • Avoid being too verbose

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mariano 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 Mariano

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

Insights For Deal Planning

    How fast (or slow) will Mariano move?

  • If convinced, they can reach decisions quite fast.
  • Can Mariano take some risk or not?

  • They do not shy away from taking risks, but can be quite binary about them.

You And Mariano

Personality Compatibility


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