Mark Stanford

Pioneer
DISC Type : Ids

Sales Engineering Director, Central US at Cyera

Memphis Metropolitan Area, United States

Overview

Mark Stanford is a Director of Sales Engineering for the Central US at Cyera, leading a technical pre-sales team. With a background from the University of Memphis, he has extensive experience building and managing solutions engineering teams at companies like Netskope. Colleagues describe him as a professional, responsive, and phenomenal business leader.

Mark has a deep appreciation for the history and vision of the technology industry, inspired by the pioneers at Microsoft. He values a positive and respectful team culture where people feel cared for. His personal motto is drawn from Lord Tennysons classic poem "Ulysses, " reflecting a determined and adventurous spirit.

Unique fact: He quotes the final line of Alfred Lord Tennysons poem "Ulysses" as his professional objective: "To strive, to seek, to find, and not to yield. "

Personality Overview

Decisive But Friendly

Friendly But Fast

Dynamic But Sincere

They combine a unique set of diverse traits where they are fast and friendly but can slow down to be thorough when needed  If they are convinced, they can become very strong champions for your product They have the unique ability to win both love and respect from their team (or outsiders)

Topics They Care About

Sales Engineering Leadership
He is actively recruiting and leading SE teams at Cyera, and previously held multiple leadership roles in solutions engineering at Netskope.
Cloud Data Security
His current role at Cyera and his recruitment posts emphasize a passion for solving customer problems related to cloud, data, and security.
Positive Team Culture
He publicly praises his company's culture, highlighting the importance of a team of people who respect and care for each other.

Media Appearances

Cyera's Role in Cybersecurity, Data Protection. Featured in Spotify

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Work History

9-2024
Sales Engineering Director, Central US at Cyera
8-2023 - 9-2024
Director, Solutions Engineering | Eastern US at Netskope
11-2021 - 8-2023
Sr. Solutions Eng. Manager at Netskope
11-2019 - 11-2021
Snr. Global Solutions Architect at Netskope
8-2019 - 11-2019
SE Manager, Global SIG Incubation at Cisco

Education

1992 - 1995
Computer Science/Liberal Arts from University of Memphis

More Information

Social Presence :

Prographics :

Exp : 28 Location : Memphis Metropolitan Area, United States Job Level : Mid-senior Designation : Sales Engineering Director, Central US at Cyera
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Insights For Selling To Mark

During A Call Or A Meeting

DO's

  • During followups, use calls or text if needed, they should be fine
  • Keep your pitch focused on the impact but nurture the relationship too
  • Mostly stick to your standard pitch and qualifying script, but add some stories or anecdotes to it

DONT's

  • Don’t hesitate from asking questions or pushing them, but take a formal approach
  • Don't lean very heavily into providing too much information, sharing whitepapers etc.
  • Don’t be very informal during the early interactions even if they are being so themselves

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mark is

  • Nothing less than a strong combination of proof of results, relationship and high levels of professionalism is effective with them.
  • Will you ever get a clear answer from Mark

  • They can say no while staying friendly, but can also be pursuaded to reconsider

Insights For Deal Planning

    How fast (or slow) will Mark move?

  • They are generally fast movers and can take quick decisions
  • Can Mark take some risk or not?

  • They have high risk-appetite but can get ahead of themselves once in a while. Observe carefully

You And Mark

Personality Compatibility


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