Michael Norton

Evaluator
DISC Type : sdc

Regional Sales Leader at ClearScale

Greater Boston, United States

Overview

Michael is a Regional Sales Leader with 15 years of experience driving revenue growth through data and cloud services, specializing in AWS and AI solutions. A graduate of Northeastern University, he has progressed from a top individual contributor to a sales leader. People who have worked with him describe him as successful, professional, and a trusted advisor.

He is a client advocate who believes strong partnerships rely on constantly evolving services and support. A tireless competitor, he has a track record of surpassing sales goals and acquiring new clients by closing complex contracts.

Unique fact: A former colleague described him as "the most successful sales rep in Rackspace history, " having won multiple Presidents Club Awards.

Personality Overview

Hard To Convince

Fast But Analytical

Thorough Evaluator

They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical  They focus on the results, but can still be quite procedural and analytical about how to get there They are not very likely to become strong advocates of your product or service

Topics They Care About

Cloud to AI
His career focus and professional headline highlight the journey from cloud infrastructure to AI solutions. His recent activity emphasizes deploying GenAI workloads into production.
AWS Cloud Services
His current role at ClearScale and previous positions at Onix and Cloudreach focus on delivering and implementing a complete range of AWS cloud computing services.
Data Democratization
This is a key focus area listed in his current role, indicating a professional interest in making data accessible across an organization to drive value.

Media Appearances

Michael has no verified media appearances

Work History

12-2024 - 3-2026
Regional Sales Leader at ClearScale
5-2023 - 12-2024
Principal Account Executive; Client Advisor and Advocate at Pythian
5-2022 - 5-2023
Principal Cloud Account Executive at Onix Networking Corp.
8-2020 - 4-2022
Director of Enterprise Sales at Cloudreach, an Eviden business
8-2020 - 10-2020
Principal Cloud Sales Consultant at Cloudreach, an Eviden business

Education

1997 - 2001
BS from Northeastern University
1994 - 1995
Education details unavailable from Central Connecticut State University

More Information

Social Presence :

Prographics :

Exp : 22 Location : Greater Boston, United States Job Level : N/A Designation : Regional Sales Leader at ClearScale
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Insights For Selling To Michael

During A Call Or A Meeting

DO's

  • Help them weigh the risks by sharing objective proof points instead of anecdotes and examples
  • Keep a professional, business-like approach; especially if you tend to get informal quickly
  • Help them see both - the ‘big picture’ impact and the ROI of the investment

DONT's

  • Avoid inviting them for any social interactions until you have built some rapport with them
  • Don’t focus on relationship, focus purely on the merit of your product
  • Avoid self-deprecating references or general informality, it could decrease their trust in you

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Michael is

  • ROI matters the most to them, followed by process and finally proof of results
  • Will you ever get a clear answer from Michael

  • They might hesitate a little, but will go ahead and say no when necessary (or asked)

Insights For Deal Planning

    How fast (or slow) will Michael move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Michael take some risk or not?

  • They have relatively low risk-appetite and are not very likely to go for something unproven and risky

You And Michael

Personality Compatibility


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