Mark Hutchins

Critic
DISC Type : C

Executive Director, Protected Communication Systems at Raytheon Technologies

Nashua, New Hampshire, United States

Overview

Mark has no verified overview

Personality Overview

Information Seeker

Critic

Precise

It is very likely that they will negotiate pricing or other important terms.  They prefer to do logical analysis and value evidence over emotions. Unless the value is proven by data, they are unlikely to value fancy features.

Topics They Care About

Mark has no verified topics they care about

Media Appearances

Mark has no verified media appearances

Work History

3-2018 - 4-2023
Executive Director, Protected Communication Systems at Raytheon Technologies
10-2015 - 2-2018
Program Director II, C4ISR Solutions at BAE Systems
8-2011 - 10-2015
Director, Targeting Programs at BAE Systems
President at Hutchins Consulting LLC
8-2011
Target Capture Team Lead and Program Manager for Advanced IRCM Systems at BAE Systems

Education

1989 - 1996
PhD from Rensselaer Polytechnic Institute
1985 - 1988
ScB from Brown University

More Information

Social Presence :

Prographics :

Exp : 11 Location : Nashua, New Hampshire, United States Job Level : N/A Designation : Executive Director, Protected Communication Systems at Raytheon Technologies
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Insights For Selling To Mark

During A Call Or A Meeting

DO's

  • Keep some extra margin while sharing pricing, they are likely to negotiate later
  • Use phrases like ‘expect X% improvement’, ‘data clearly shows’ etc.
  • Be ready to answer many clarity-seeking questions and requests for information

DONT's

  • Don’t try too hard to build a relationship with them
  • Avoid phrases like ‘trust me’, ‘others just love’ etc.
  • Don't give superficial answers, they are easily rattled by them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mark is

  • Strong evidence of ROI, effective pricing, and proven data points matter the most to them.
  • Will you ever get a clear answer from Mark

  • It is not very hard for them to say no if they are not convinced about the decision.

Insights For Deal Planning

    How fast (or slow) will Mark move?

  • Their decision-making is neither very fast nor very slow, they are somewhere in between.
  • Can Mark take some risk or not?

  • They can take risks if their analysis shows that it would be worth it.

You And Mark

Personality Compatibility


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