Michael Sanburn

Enthusiast
DISC Type : i

Sr. Controller, CX Finance at Cisco at Cisco

Raleigh, North Carolina, United States

Overview

Michael is a results-focused Senior Controller for CX Finance at Cisco, bringing over 14 years of experience in financial planning, consolidation, and IT outsourcing. He is an energetic professional with strong financial management and relationship-building skills, holding an MBA from East Carolina University.

At IBM, he was the finance manager for two of the companys largest outsourcing contracts, with a combined total value of $2. 4 billion.

Personality Overview

Consensus Focused

Story Driven

Optimistic

They are more about building relationships than just cutting deals.  They tend to be agreeable by nature, so take their promises with a pinch of salt.
 Unlike D or C types, they are convinced more by stories and testimonials.

Topics They Care About

IT Outsourcing
Has 8 years of experience in IT outsourcing roles, including managing contracts with a combined value of $2. 4B at IBM.
Financial Management
Possesses 14 years of experience in financial planning and consolidation, currently serving as a Senior Controller for CX Finance at Cisco.
Client Relationships
His background includes six years in client relationship roles, and he highlights relationship building as a key cross-organizational skill.

Media Appearances

The Drill Down – Episode featuring Michael Sanburn, Sr. Controller, CX Finance at Cisco. Featured in Fountain.fm

See Now

Work History

8-2018
Sr. Controller, CX Finance at Cisco at Cisco
8-2016 - 8-2018
Controller - Advanced Services at Cisco
4-2013 - 8-2016
Advanced Services Finance Manager at Cisco
7-2009 - 4-2013
Financial Services Manager for The Gap and Target Strategic Outsourcing Contracts at IBM
10-2007 - 6-2009
Finance Manager, Americas Infrastructure & Resource Management (IRM) at IBM

Education

Master of Business Administration (M.B.A.) from East Carolina University - College of Business
Education details unavailable from San Mateo High School

More Information

Social Presence :

Prographics :

Exp : 18 Location : Raleigh, North Carolina, United States Job Level : N/A Designation : Sr. Controller, CX Finance at Cisco at Cisco
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Insights For Selling To Michael

During A Call Or A Meeting

DO's

  • Compliment them about their personality if you get a chance
  • Give them the opportunity to lead the conversation where possible
  • Speak from experience about success that the product has seen with other customers

DONT's

  • Don’t be excessively objective, be like a storyteller with them
  • Don’t be too formal with them, they trust informality more
  • Don't be critical or challenge them openly, they can react defensively

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Michael is

  • Relationships and rapport matter to them, but so does the value of the product.
  • Will you ever get a clear answer from Michael

  • They are unlikely to say no directly.

Insights For Deal Planning

    How fast (or slow) will Michael move?

  • They are not very fast decision makers, even while they continue to stay engaged.
  • Can Michael take some risk or not?

  • If it seems really necessary, they can take small risks.

You And Michael

Personality Compatibility


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