Mark Fellows

Energizer
DISC Type : I

Sales Director, State and Local Government at Celonis

Greater Sacramento, United States

Overview

Mark is a Sales Director for State & Local Government at Celonis, leveraging extensive experience from roles at Microsoft and Oracle. He specializes in leading teams to secure strategic, high-value deals in the public sector. People who have worked with him describe him as reliable, transparent, and results-oriented.

Mark appears to value impactful stories and human connection, having shared that witnessing a particular story live was the most touching moment of his business career. He actively promotes his teams successes and welcomes new members publicly, showing pride in their collective growth.

He was a key leader on the complex, marquee deal to ensure the success of California’s Health Insurance Exchange.

Personality Overview

Full Of Energy

Big Picture Person

Informal

They are really good at seeing what the long-term impacts of their decisions could be.  They are always positive and upbeat, so take their promises with a pinch of salt. Unlike C or D types, they are vocal with their opinions but not so much with their questions.

Topics They Care About

Process Intelligence
He frequently shares content about the Celonis platform, emphasizing how process intelligence (PI) is essential for leveraging AI and delivering value to customers.
Public Sector Tech
His career at Celonis, Microsoft, and Oracle has been focused on providing technology solutions to state, local government, and education clients.
Team Growth
He publicly celebrates new hires joining his team, indicating he is actively focused on building and expanding his organization at Celonis.

Media Appearances

Mark has no verified media appearances

Work History

7-2022
Sales Director, State and Local Government at Celonis
9-2020 - 7-2022
Client Director, California, State & Local Government at Microsoft
6-2019 - 9-2020
Regional Vice President at Oracle
6-2017 - 9-2019
Oracle Cloud - North America Government & Education at Oracle
6-2011 - 6-2017
Regional Sales Manager at Oracle

Education

1996 - 1998
MPA from Brigham Young University

More Information

Social Presence :

Prographics :

Exp : 18 Location : Greater Sacramento, United States Job Level : Mid-senior Designation : Sales Director, State and Local Government at Celonis
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Insights For Selling To Mark

During A Call Or A Meeting

DO's

  • Do some small talk, ask them how things are going on their side
  • Speak enthusiastically with energy, maintain a clear and confident tone
  • Talk about their team and how your product will help them do things better and easier

DONT's

  • Don’t be too formal, focus on building comfort and trust
  • Avoid overloading them with too much detail
  • Avoid ifs and buts, don’t talk too much about the risks etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mark is

  • Relationship and rapport can play an important role, sometimes more than the other factors.
  • Will you ever get a clear answer from Mark

  • They will probably never say no directly, you have to make that decision yourself.

Insights For Deal Planning

    How fast (or slow) will Mark move?

  • They are not the quickest decision makers, their friendly attitude could be misleading.
  • Can Mark take some risk or not?

  • They can take certain risks that are unlikely to have personal consequences.

You And Mark

Personality Compatibility


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