Michael Southerland

Researcher
DISC Type : Cs

Director, Information Security at Kraton Corporation

St Augustine, Florida, United States

Overview

Michael has no verified overview

Personality Overview

Soft Communicator

ROI Seeker

Process Focused

They are heavily focused on quality and prefer doing things the right way, even if it takes time.  They tend to be clear about their needs and limitations and are unlikely to promise too much. They do not like taking risks at all and go for proven options in the end.

Topics They Care About

Michael has no verified topics they care about

Media Appearances

Michael has no verified media appearances

Work History

8-2022
Director, Information Security at Kraton Corporation
3-2019 - 8-2022
Global Lead for Red Team and APT Ops at Deutsche Bank
3-2018 - 3-2019
Information Systems Security Manager at US Army
1-2016 - 3-2018
Cyber Security Operations Center Team Lead at Deutsche Bank
1-2011 - 1-2016
Information Systems Security Manager at Florida National Guard

Education

2002 - 2004
Master of Science (MS) from Troy University
1991 - 1994
Bachelor of Arts (B.A.) from University of Florida

More Information

Social Presence :

Prographics :

Exp : 21 Location : St Augustine, Florida, United States Job Level : Mid-senior Designation : Director, Information Security at Kraton Corporation
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Insights For Selling To Michael

During A Call Or A Meeting

DO's

  • Actively address their concerns around change, risk, and acceptance by users
  • Use a presentation with information before getting into a live product walkthrough
  • Use phrases like 'results based on data', 'measurable proof', 'X% growth' etc.

DONT's

  • Avoid phrases like ‘trust me’, ‘you will just love it’ etc.
  • Give it some time before you try to build rapport and a relationship, it doesn't come to them naturally
  • Avoid emotional and informal language, stay objective and to the point instead

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Michael is

  • Adoption by others is very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Michael

  • Often, they don't say no, or keep going about it in circles.

Insights For Deal Planning

    How fast (or slow) will Michael move?

  • They don't like to hasten, so their speed of decision-making may be slow.
  • Can Michael take some risk or not?

  • They have little willingness to take risks, and prefer making calculated decisions.

You And Michael

Personality Compatibility


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