Martin De Lange

Sharpshooter
DISC Type : DC

ServiceNow Architect at FNB South Africa

City of Johannesburg, Gauteng, South Africa

Overview

Martin has no verified overview

Personality Overview

ROI Driven

Precise But Practical

Rigorous & Demanding

They put a lot of effort into ensuring personal success.  They respond better to strong and respectful interactions. They do not care very much about building rapport or relationships.

Topics They Care About

Martin has no verified topics they care about

Media Appearances

Martin has no verified media appearances

Work History

4-2024
ServiceNow Architect at FNB South Africa
2-2020
CMDB Lead, Architect, Product Owner at FNB South Africa
3-2010 - 1-2020
ITSM Lead, Architect, Product Owner at Rand Merchant Bank
3-2010 - 10-2017
Major Incident Manager at Rand Merchant Bank
10-2009 - 3-2010
IT Operations Manager: Trading and Financial Applications, Middleware at Rand Merchant Bank

Education

1-2022 - 12-2026
Master of Information Technology (NQF9) from Nelson Mandela University
9-2022 - 11-2022
Certificate: Digital Transformation from MIT Sloan Executive Education

More Information

Social Presence :

Prographics :

Exp : 26 Location : City of Johannesburg, Gauteng, South Africa Job Level : Senior Designation : ServiceNow Architect at FNB South Africa
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Insights For Selling To Martin

During A Call Or A Meeting

DO's

  • Use phrases like ‘it’s your decision’, ‘strategic impact’ etc.
  • Hold your ground without indulging in one-upmanship
  • Get to the point quickly instead of spending time doing small talk

DONT's

  • Don’t be in a rush to invite them for a social meet and greet
  • Do not spend too much time focusing on product tech or features
  • Avoid being a storyteller and don’t try to oversell

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Martin 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 Martin

  • If they decide not to use your product, they will say no clearly.

Insights For Deal Planning

    How fast (or slow) will Martin move?

  • If convinced, they can reach decisions quite fast.
  • Can Martin take some risk or not?

  • They do not shy away from taking risks, but can be quite binary about them.

You And Martin

Personality Compatibility


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