Mark Whittington

Captain
DISC Type : DS

Head of Public Sector, North America at Slack

Arlington, Virginia, United States

Overview

Mark Whittington leads the Public Sector for North America at Slack, leveraging over twenty-five years of focused experience. He specializes in go-to-market strategies for cloud and cyber security solutions, with a deep expertise in homeland security and disaster response missions. Mark holds a BBA from James Madison University.

He is deeply involved in helping emergency response teams, like the National Weather Service, use collaborative technology to accelerate teamwork during natural disasters and humanitarian crises.

Personality Overview

Decisive But Calm

Dynamic But Sincere

Long-Term Thinker

They exhibit a rare combination of being result-oriented but patient at the same time.  They are very professional in their approach and can weigh multiple perspectives together. Reading between the lines and seeing beyond your words comes naturally to them.

Topics They Care About

AI in Defense
In a recent interview, he discussed how AI and automation are game-changers for the Department of Defense, enabling warfighters to make quicker, more informed decisions.
Disaster Response Tech
A core specialty is adapting technology for homeland security and disaster response, including helping the National Weather Service migrate to Slack for emergency management.
Public Sector Tech
His entire career is dedicated to bringing mission-critical software solutions to federal, state, and local government, as well as aerospace and defense clients.

Media Appearances

Slack’s Mark Whittington on the emerging tech that will impact DOD’s mission. Featured in DefenseScoop

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Mark Whittington, Slack | DefenseTalks 2024. Featured in YouTube (DefenseTalks)

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Work History

5-2021
Head of Public Sector, North America at Slack
8-2020 - 5-2021
Director, Service Incubation & Scale at Amazon Web Services (AWS)
4-2016 - 8-2020
Vice President, Regulated Industries, Channels and Alliances at SAP
1-2014 - 4-2016
Vice President, Federal / Aerospace & Defense, Channels and Alliances at SAP
5-2013 - 2-2014
Senior Advisor, Global Security Solutions at Command Consulting Group

Education

1986 - 1990
BBA from James Madison University
Education details unavailable from Middletown High School

More Information

Social Presence :

Prographics :

Exp : 23 Location : Arlington, Virginia, United States Job Level : Mid-senior Designation : Head of Public Sector, North America at Slack
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Insights For Selling To Mark

During A Call Or A Meeting

DO's

  • Use phrases like 'your team deserves', 'best in class' etc.
  • Stick to your standard pitch and qualifying script, don't try to wing it
  • You can spend time on BANT (or other qualification methodology) but keep it to the point

DONT's

  • Don't focus too much on mutual contacts or bother about other stakeholders, focus on them
  • Don't get into pricing discussions early on, steer conversation towards proven results
  • Avoid putting conscious effort into relationship-building

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mark is

  • Strong proof of impact and their conviction will matter the most, but they wouldn't want to act unilaterally either
  • Will you ever get a clear answer from Mark

  • They will say no if they are not convinced but you will have to prompt them.

Insights For Deal Planning

    How fast (or slow) will Mark move?

  • They will want to understand things well but can move fast once they have a clear picture.
  • Can Mark take some risk or not?

  • They have good risk tolerance but are likely to think it through once or twice.

You And Mark

Personality Compatibility


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