Mark Mercado

Commander
DISC Type : D

Senior Vice President of Sales at Performive

Chicago, Illinois, United States

Overview

Mark Mercado is the SVP of Sales at Performive, a transformational leader with over 20 years of experience launching and rebuilding channel programs in the tech industry. A graduate of Elmhurst University and a recognized "Top Channel Chief, " he is described by colleagues as a passionate and respected leader.

He has worked with the same individual across three separate organizations, a testament to his ability to build strong, lasting professional relationships.

Personality Overview

Decisive

Impact-Driven

Very Quick

They like to move fast and expect the same from others.  More than the product, they care about the impact of the product. They are not always relationship oriented.

Topics They Care About

Channel Enablement
He focuses on architecting channel strategy, driving alignment with distributors and partners, and educating the IT channel on go-to-market motions for cloud and security.
Cybersecurity & Recovery
He frequently emphasizes the need for multi-layered defense and robust recovery solutions, encouraging partners to lead conversations about cyber insurance to drive business.
Managed Cloud Services
His work centers on delivering secure and compliant cloud environments that reduce risk, simplify operations, and free up internal IT teams to focus on innovation.

Media Appearances

Mark has no verified media appearances

Work History

11-2022
Senior Vice President of Sales at Performive
3-2020
Vice President of Sales & Channels at Performive
2-2018 - 1-2020
Vice President Channel Sales at INAP
7-2013 - 2-2018
Vice President & Channel Chief at SingleHop (now INAP)
3-2012 - 7-2013
National Channel Manager at Quality Technology Services

Education

Bachelor of Science - BS from Elmhurst University
Bachelor's of Science from Elmhurst University

More Information

Social Presence :

Prographics :

Exp : 16 Location : Chicago, Illinois, United States Job Level : Leadership Designation : Senior Vice President of Sales at Performive
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Insights For Selling To Mark

During A Call Or A Meeting

DO's

  • Hold your ground without indulging in one-upmanship
  • When negotiating terms, help them build an impression that they are the ones calling the shots
  • Be respectful but crisp

DONT's

  • Don’t take too much time in sending them information if they ask for any
  • Avoid being too verbose
  • Do not spend too much time focusing on product tech or features

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mark 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 Mark

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

Insights For Deal Planning

    How fast (or slow) will Mark move?

  • They can reach decisions fairly quickly if they are convinced.
  • Can Mark take some risk or not?

  • They don’t mind risks but can be quite binary about them.

You And Mark

Personality Compatibility


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