Mary Cho

Observer
DISC Type : ci

Tax Director, Professional Services at Avalara

Mukilteo, Washington, United States

Overview

A seasoned Tax Director in Avalaras professional services division with extensive expertise in State and Local Tax (SALT). Their career includes senior management and director-level roles at Grant Thornton, PwC, and Deloitte. This individual is a Certified Public Accountant and a graduate of Central Washington University.

Personality Overview

Value Driven

Assertive

Example Seeker

They are generally strong communicators and are not easy to convince.  They can sound friendly and charming but can quickly change gears to become inquisitive and probing. They often ask many questions and rely heavily on information and documentation.

Topics They Care About

State & Local Tax
Has held multiple director and senior manager roles focused on SALT at major accounting firms, indicating a deep specialization in this area.
Washington Tax Law
Frequently posts about specific Washington state tax compliance deadlines and annual reconciliations, showing a direct focus on local tax regulations.
Tax Team Leadership
Actively recruits for high-performing tax directors to join their professional services team, showing a commitment to building a strong and capable department.

Media Appearances

Webinar Recap: Prepare for 2025 Tax Changes, Tariffs and Trade with Avalara. Featured in Guide Technologies

See Now

Work History

2-2019
Tax Director, Professional Services at Avalara
10-2012 - 2-2019
Director State and Local Tax at Grant Thornton LLP
9-2010 - 6-2012
Sr. Manager Indirect Tax at Expedia
6-2004 - 9-2010
Director SALT at PricewaterhouseCoopers
12-1999 - 6-2004
Sr. Manager SALT at Deloitte & Touche

Education

Bachelor of Science from Central Washington University

More Information

Social Presence :

Prographics :

Exp : 33 Location : Mukilteo, Washington, United States Job Level : Mid-senior Designation : Tax Director, Professional Services at Avalara
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Insights For Selling To Mary

During A Call Or A Meeting

DO's

  • Invite them for a social do but don’t rely solely on the relationship
  • Be prepared for a lot of questions, answer them objectively
  • Focus on immediate action-items rather than the larger goals

DONT's

  • Avoid making offhand commitments
  • Don’t try to rush them into a decision, provide all necessary information first
  • Don’t brush off any concerns, take all questions seriously

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mary is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Mary

  • They are practical yet friendly, don’t expect a clear no very often.

Insights For Deal Planning

    How fast (or slow) will Mary move?

  • They like to analyze well and then make their decisions.
  • Can Mary take some risk or not?

  • They systematically evaluate all decisions and are unlikely to take many risks.

You And Mary

Personality Compatibility


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