Mark Harriman, CISSP

Researcher
DISC Type : Cs

Cloud Security Architect at Tyler Technologies

United States

Overview

Mark has no verified overview

Personality Overview

ROI Seeker

Cost Conscious

Self-Disciplined

They are heavily focused on quality and prefer doing things the right way, even if it takes time.  They do not like taking risks at all and go for proven options in the end. Being observant comes to them naturally.

Topics They Care About

Mark has no verified topics they care about

Media Appearances

Mark has no verified media appearances

Work History

3-2020
Cloud Security Architect at Tyler Technologies
10-2018 - 1-2020
Manager, Information Security Architecture at WEX
6-2013 - 9-2018
Senior Security Architect at WEX
4-2013 - 6-2013
Senior Security Architect at Delhaize Group
6-2011 - 3-2013
Senior Information Security Policy and Architecture Analyst at Delhaize Group

Education

BS from University of Southern Maine
Engineering from Rensselaer Polytechnic Institute

More Information

Social Presence :

Prographics :

Exp : 28 Location : United States Job Level : Senior Designation : Cloud Security Architect at Tyler Technologies
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Insights For Selling To Mark

During A Call Or A Meeting

DO's

  • Use phrases like 'results based on data', 'measurable proof', 'X% growth' etc.
  • Actively address their concerns around change, risk, and acceptance by users
  • Share a one-off customer success story but keeps the focus on highlighting objective, numerical results

DONT's

  • Give it some time before you try to build rapport and a relationship, it doesn't come to them naturally
  • Avoid winging it with them particularly, answer a question only if you know the answer well
  • Don't ask them to move fast, let them take their time and digest all the information

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mark is

  • Low-risk, adoption by others are very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Mark

  • Often, they don't say no, or keep going about it in circles.

Insights For Deal Planning

    How fast (or slow) will Mark move?

  • They do not like to rush and therefore can be quite slow in their decision-making.
  • Can Mark take some risk or not?

  • They have little risk-appetite and prefer to take measured decisions.

You And Mark

Personality Compatibility


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