Mike Burnett

Pioneer
DISC Type : dsi

Sales Director at GuidePoint Security

Plano, Texas, United States

Overview

Mike is a Sales Director at GuidePoint Security, leading the North Texas regions growth. With a background in enterprise software and cloud computing, he manages a team of seven account executives. Colleagues describe him as a supportive mentor, a go-getter, and an expert in nurturing relationships. He holds a B. S. in Economics from Southern Methodist University.

Outside of work, Mike is an avid golfer and participated in the inaugural "Dallas Cyber Golf League" event. This activity combines his professional network with personal interests, as the event supported various charities. He appears to enjoy friendly competition and networking on the golf course with peers from the cybersecurity community.

He hosts a recurring Friday team event called the "Breakfast For Champions Challenge" featuring enablement sessions with partners.

Personality Overview

Friendly But Fast

Dynamic But Sincere

Driven But Considerate

They have the unique ability to win both love and respect from their team (or outsiders)  If they are convinced, they can become very strong champions for your product They combine a unique set of diverse traits where they are fast and friendly but can slow down to be thorough when needed

Topics They Care About

Cybersecurity Sales
His career is focused on cybersecurity sales, with senior roles at GuidePoint Security and Palo Alto Networks, often addressing "Cybersecurity enthusiasts" in his professional communications.
Sales Team Leadership
Currently leads a team of seven Account Executives and has a history as VP of Sales. Recommendations highlight his supportive, mentoring style, noting he's the "best boss" they've had.
Partner Enablement
Frequently organizes and promotes Friday enablement sessions with emerging partners, indicating a strong focus on building and strengthening the channel ecosystem in his region.

Media Appearances

Tech Trends Speakers – Mike Burnett, Sales Director, GuidePoint Security. Featured in Harry Walker Agency

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Work History

2-2025
Sales Director at GuidePoint Security
5-2024 - 2-2025
Prisma Cloud Security Specialist at Palo Alto Networks
8-2023 - 5-2024
VP of Sales- West at Lookout
4-2023 - 7-2023
Director of OEM, Alliance, & Channel Sales at Lookout
1-2023 - 3-2023
Director of Sales-Central Region at Lookout

Education

1986 - 1990
Bachelor of Science (B.S.) from Southern Methodist University

More Information

Social Presence :

Prographics :

Exp : N/A Location : Plano, Texas, United States Job Level : Mid-senior Designation : Sales Director at GuidePoint Security
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Insights For Selling To Mike

During A Call Or A Meeting

DO's

  • During followups, use calls or text if needed, they should be fine
  • Build a trustworthy relationship while keeping the product center-stage
  • Keep your pitch focused on the impact but nurture the relationship too

DONT's

  • Don’t hesitate from asking questions or pushing them, but take a formal approach
  • Don’t be too verbose or overly friendly; a little bit, however, is fine
  • Don’t be very informal during the early interactions even if they are being so themselves

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mike is

  • Nothing less than a strong combination of proof of results, relationship and high levels of professionalism is effective with them.
  • Will you ever get a clear answer from Mike

  • They can say no while staying friendly, but can also be pursuaded to reconsider

Insights For Deal Planning

    How fast (or slow) will Mike move?

  • They are generally fast movers and can take quick decisions
  • Can Mike take some risk or not?

  • They have high risk-appetite but can get ahead of themselves once in a while. Observe carefully

You And Mike

Personality Compatibility


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