Michael Tonks

Commander
DISC Type : D

Business Development Manager at Pronto Software

Greater Sydney Area, Australia

Overview

Michael Tonks is a Business Development Manager at Pronto Software with extensive experience in ERP, CRM, Cloud, and SaaS solutions. His background includes roles in new business development and account management across various tech companies. He holds degrees in Marketing and Finance from the University of Technology Sydney.

He has a keen interest in showcasing customer success stories and leveraging them to demonstrate the value of technology solutions in real-world applications.

Personality Overview

Impact-Driven

Candid & Clear

Decisive

They are less concerned about the product and more about its potential impact.  They respond well to strong and respectful communication. They prefer to move quickly, and expect the same from others.

Topics They Care About

ERP & SaaS
His career has been focused on selling complex enterprise solutions, including ERP, EAM, and SaaS products to large private and public organizations.
Business Intelligence
His headline and occupation explicitly list Business Intelligence as a key area of his professional focus and expertise.
Local Government Tech
Previous roles involved selling ECM and Document Management solutions specifically to the State and Local Government sectors in Australia.

Media Appearances

Michael has no verified media appearances

Work History

2-2014
Business Development Manager at Pronto Software
2-2011 - 2-2014
Account Executive at Infor
10-2007 - 10-2010
Senior Business Development Manager at Objective Corporation Ltd
11-2005 - 11-2006
Sales Executive at Avand Pty Ltd
10-1998 - 10-2004
Sales Executive at Intentia Asia Pacific

Education

1991 - 1993
Marketing from University of Technology Sydney
1975 - 1977
Finance from University of Technology Sydney

More Information

Social Presence :

Prographics :

Exp : 30 Location : Greater Sydney Area, Australia Job Level : Middle Designation : Business Development Manager at Pronto Software
URL has been copied!

Insights For Selling To Michael

During A Call Or A Meeting

DO's

  • Help them weigh the risks by sharing objective proof points without becoming too analytical
  • When negotiating terms, help them build an impression that they are the ones calling the shots
  • Use phrases like ‘it’s your decision’, ‘strategic impact’ etc.

DONT's

  • Avoid being a storyteller and don’t try to oversell
  • Do not spend too much time focusing on product tech or features
  • Don’t take too much time in sending them information if they ask for any

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Michael is

  • Confidence in impact is paramount to them, followed by a sense of achievement and ROI.
  • Will you ever get a clear answer from Michael

  • If they are not convinced, they will have no hesitation in telling you the same.

Insights For Deal Planning

    How fast (or slow) will Michael move?

  • If convinced, they can reach decisions quite fast.
  • Can Michael take some risk or not?

  • They do not shy away from taking risks, but can be quite binary about them.

You And Michael

Personality Compatibility


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