Matthew Berkman

Enigma
DISC Type : dic

Cloud, Security, Splunk Solutions Architect - Supporting Federal Agency customers at BAE Systems, Inc.

Fairfax, Virginia, United States

Overview

Matthew Berkman is a Cloud, Security, and Splunk Solutions Architect at BAE Systems with over 30 years of IT experience. He specializes in delivering technology solutions, including AWS Cloud and enterprise security, for federal and DoD customers. He holds a Bachelors degree from Rider University and has extensive team leadership experience.

Based on his professional focus on federal agencies like the Pentagon, DISA, and JSP, he is deeply embedded in the public sector technology landscape. His career has spanned executive leadership to hands-on engineering, showing a passion for both strategy and implementation.

He has worked directly within the Pentagon as a Security Tools SME, preparing mission-critical applications for readiness inspections.

Personality Overview

Persuasive & Assertive

Fast Follower

Friendly Yet Blunt

They can sound friendly and charming but can quickly change gears to become inquisitive and probing  They are generally strong communicators and are not easy to convince. They are likely to ask many questions and look heavily for supporting proof as well as information.

Topics They Care About

Federal IT Security
His experience as a Security Tools SME for the Pentagon, DISA, and JSP highlights his focus on accreditation, readiness, and protecting mission-critical government applications.
Splunk Architecture
A core competency mentioned in his title and expertise. He focuses on designing and implementing enterprise Splunk solutions to meet customer requirements.
Cloud & Containerization
As a DevOps engineer, he manages enterprise applications using Kubernetes and Docker, leveraging his expertise in AWS cloud infrastructure to support federal clients.

Media Appearances

Matthew has no verified media appearances

Work History

8-2018
Cloud, Security, Splunk Solutions Architect - Supporting Federal Agency customers at BAE Systems, Inc.
11-2017 - 7-2018
Independent Consultant / Solution Architect at Consultant
7-2017 - 11-2017
Security Tools SME - Pentagon, DISA, JSP at DIOS-Tech llc
5-2015 - 6-2017
Executive Director at Xcelerate Solutions
11-2012 - 5-2015
EVP of Cloud Services at iCore Networks

Education

1987 - 1991
Bachelor's degree from Rider University

More Information

Social Presence :

Prographics :

Exp : 12 Location : Fairfax, Virginia, United States Job Level : Mid-senior Designation : Cloud, Security, Splunk Solutions Architect - Supporting Federal Agency customers at BAE Systems, Inc.
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Insights For Selling To Matthew

During A Call Or A Meeting

DO's

  • Use phrases like ‘clear evidence’, ‘data-based results’ etc.
  • Help them realize that any personal risk in making this decision is far less compared to what the results could mean for them
  • Use a combination of data as well as stories for your pitch, a ppt might not be necessary

DONT's

  • Don’t rely excessively on your relationship with them to win the deal even if you come to form one
  • Don’t be too objective but make sure to pad your storytelling with data points
  • Avoid making offhand commitments, understand the root of their concerns first

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Matthew is

  • Proven value, strong objective evidence are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Matthew

  • They are practical and friendly, but can give a clear response with a little prodding

Insights For Deal Planning

    How fast (or slow) will Matthew move?

  • They like to be detailed, so unless they develop strong conviction, they can take their time to arrive at decisions
  • Can Matthew take some risk or not?

  • They evaluate their decisions systematically and do not take risks that often, unless you can get them to develop strong conviction

You And Matthew

Personality Compatibility


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