Mark Kummer, CSL

Energizer
DISC Type : I

Outsourced / Fractional VP of Sales at Sales Xceleration®

Toronto, Ontario, Canada

Overview

With over 20 years at Cisco, Mark Kummer has progressed from an engineering role to Vice President of Cable & Media for Canada. He has extensive international experience solving business challenges for service providers in both EMEA and the Americas. He holds a BSc from Kings College London and an MSc from Imperial College London.

Mark is an inclusive leader focused on building high-energy teams by developing individual strengths. He is passionate about leveraging technology to create a positive community impact, reflecting Ciscos culture of giving back. He has served on the board for Kids Help Phone, a Canadian youth mental health charity.

He has successfully bridged a technical engineering background into a long-term executive sales and leadership career within the same company.

Personality Overview

Enthusiastic

Full Of Energy

Believer

They are people oriented, friendly and like creating new connections.  They are not always early adopters but can be pursuaded by leveraging strong relationships. Unlike C or D types, they are vocal with their opinions but not so much with their questions.

Topics They Care About

Cable & Media Evolution
As VP of Cable & Media, he leads Cisco's strategy in this sector, focusing on helping clients navigate technological shifts and advance their video and broadband services.
Service Provider Strategy
Has spent two decades working closely with Service Provider customers globally to solve business challenges with technology, from network infrastructure to cloud-scale solutions.
Inclusive Leadership
Prides himself on being an inclusive leader who fosters transparency and high energy, focusing on building teams by honing in on individual strengths to deliver results.

Media Appearances

Mark has no verified media appearances

Work History

2024
Outsourced / Fractional VP of Sales at Sales Xceleration®
8-2019 - 3-2024
Vice President Regional Sales, Service Provider - Canada at Cisco
1-2010 - 7-2019
Vice President Regional Sales, Cable & Media Canada at Cisco
8-2007 - 1-2010
Sales Director, UK Service Provider at Cisco
8-2003 - 7-2007
Director Partner Sales - EMEA at Cisco

Education

MSc from Imperial College London
BSc Hons from King's College London
Executive Business Program from IMD

More Information

Social Presence :

Prographics :

Exp : 32 Location : Toronto, Ontario, Canada Job Level : Senior Designation : Outsourced / Fractional VP of Sales at Sales Xceleration®
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Insights For Selling To Mark

During A Call Or A Meeting

DO's

  • Talk anecdotally about the customer experience that your product offers
  • Invite them for a lunch or a drink/coffee
  • Share some stories about how you you have helped people in similar positions succeed

DONT's

  • Avoid cutting into their flow
  • Don’t be too formal, focus on building comfort and trust
  • Don’t assume a yes just because they have not said no

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mark is

  • Relationship and trust can be vital with them, sometimes more than anything else.
  • Will you ever get a clear answer from Mark

  • They are unlikely to 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 fastest decision makers, their friendly approach can give false positive signals.
  • Can Mark take some risk or not?

  • They may take certain risks that they deem unlikely of personal repercussions.

You And Mark

Personality Compatibility


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