Michael James

Critic
DISC Type : C

Vice President, Sales EMEA at Pico

London, England, United Kingdom

Overview

Michael is a Vice President of Sales at Pico, specializing in capital markets infrastructure and software. With a background as a Head of Trading, he has deep expertise in low-latency solutions, market data, and risk management. Colleagues describe him as genuinely knowledgeable and honest.

He holds both a Bachelor of Science and a Master of Science from the University of Warwick and is certified in the CISI Capital Markets Programme.

He successfully transitioned from leading a multi-asset trading desk with full P&L responsibility to a senior sales role in financial technology.

Personality Overview

Information Seeker

Negotiator

Critic

They are quite likely to negotiate on pricing or other key terms.  They don’t appreciate bells and whistles unless backed by data. They like to take decisions independently and do not seek others' support often.

Topics They Care About

Capital Markets Tech
His career focuses on providing infrastructure, software, and connectivity solutions for the global financial community at companies like Pico and Colt.
Low-Latency Trading
Specializes in ultra-low latency solutions and co-location services to connect exchanges and liquidity venues for high-performance trading.
Cloud in Finance
He is interested in cloud-based applications for trading infrastructure and promotes solutions that deliver market data directly to cloud environments.

Media Appearances

Michael has no verified media appearances

Work History

7-2024
Vice President, Sales EMEA at Pico
8-2022 - 7-2024
Capital Market Sales Specialist - Trading Infrastructure & Market Data at Colt Technology Services
4-2020 - 9-2022
Business Development - Capital Markets at Colt Technology Services
6-2013 - 7-2019
Head Of Trading at Spreadex
8-2010 - 6-2013
Derivatives Trader at Spreadex

Education

2009 - 2010
Master of Science (MSc) from University of Warwick
2006 - 2009
Bachelor of Science (BSc) from University of Warwick

More Information

Social Presence :

Prographics :

Exp : 14 Location : London, England, United Kingdom Job Level : Senior Designation : Vice President, Sales EMEA at Pico
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Insights For Selling To Michael

During A Call Or A Meeting

DO's

  • Keep some extra margin while sharing pricing, they are likely to negotiate later
  • Leverage facts and figures wherever possible; use percentages, numbers etc.
  • If you can, show them industry reports or analyst comments instead of sharing anecdotal stories

DONT's

  • Make extra effort to not seem pushy or confrontational
  • Avoid pushing them too much to involve other stakeholders unless it is critical
  • Don’t try too hard to build a relationship with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Michael is

  • Proof of ROI, low pricing and objective proof points are the important factors for them.
  • Will you ever get a clear answer from Michael

  • They do not mind saying no if they believe that it is the right decision.

Insights For Deal Planning

    How fast (or slow) will Michael move?

  • They are neither the fastest nor the slowest decision makers, they are somewhere in the middle.
  • Can Michael take some risk or not?

  • They can bear some risk if their analysis backs the decision.

You And Michael

Personality Compatibility


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