Matthew Runkle

Inquirer
DISC Type : cd

Senior Director, Cloud Engineering at SmartBear

Greater Boston, United States

Overview

Matthew is the Senior Director of Cloud Engineering at SmartBear, with deep expertise in application security, software management, and scalable infrastructure design. He holds a B. S. from Worcester Polytechnic Institute and an M. S. from New York University. Colleagues describe him as meticulous, smart, and quick to find solutions.

Outside of work, Matthew is passionate about mentorship and philanthropy. He is heavily involved with his alma maters fraternity, Phi Kappa Theta, having served as its National President. He and his spouse established a fund at WPI to support diversity, inclusion, and multicultural education, valuing the appreciation of different cultures.

Unique fact: Matthew previously held the national top leadership position for the Phi Kappa Theta fraternity.

Personality Overview

ROI Conscious

Demanding

Judgemental

They respond well to confident salespeople.  They focus on objectivity in a pitch and pay little attention to bells and whistles. They can be nudged to make faster decisions by offering what they value.

Topics They Care About

Cloud Engineering
As Senior Director at SmartBear, he leads global cloud engineering, focusing on scalable, secure infrastructure design and reducing operational costs for over 20 products.
Application Security
He has a strong background in this area, having built a product security program from scratch at SmartBear and previously working as a Principal Application Security Consultant.
Servant Leadership
He is attracted to this leadership style and has demonstrated it through his extensive, long-term volunteer leadership with his fraternity, including serving as National President.

Media Appearances

Matthew has no verified media appearances

Work History

7-2024
Senior Director, Cloud Engineering at SmartBear
12-2022 - 7-2024
Director, Cloud Engineering at SmartBear
6-2022 - 12-2022
Director, Application & Product Security at SmartBear
7-2018 - 3-2021
Software Engineering Manager at Veracode
1-2018 - 7-2018
Principal Application Security Consultant at Veracode

Education

2007 - 2011
Bachelor of Science (B.S.) from Worcester Polytechnic Institute
2013 - 2015
Master of Science (M.S.) from New York University

More Information

Social Presence :

Prographics :

Exp : 12 Location : Greater Boston, United States Job Level : Senior Designation : Senior Director, Cloud Engineering at SmartBear
URL has been copied!

Insights For Selling To Matthew

During A Call Or A Meeting

DO's

  • Tell them that you are there to help them create visible impact within their organization
  • Be crisp while making the pitch
  • Make sure that you you respond to any queries from them quickly

DONT's

  • Do not give up if they are not convinced, try again with a different approach
  • Avoid repeating yourself or making generalizations
  • Don’t try to be an alpha salesperson, give them equal space

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Matthew is

  • Belief in the product plays an important role, followed by objective proof and testimonials.
  • Will you ever get a clear answer from Matthew

  • They may hesitate slightly, but if they are not convinced, they will say no.

Insights For Deal Planning

    How fast (or slow) will Matthew move?

  • They are neither the fastest decision makers nor the slowest.
  • Can Matthew take some risk or not?

  • They can take risks only after they have analyzed the advantages and disadvantages.

You And Matthew

Personality Compatibility


Other SmartBear Employees

Explore more public profiles from related professionals at the same organization.

More Profiles

Discover additional public profiles from our index.

Search more profiles

Looking for someone else? Search here for anyone.

Or visit Humantic AI to know more.