Mike Dechnik

Questioner
DISC Type : c

Information Security Manager - Data Protection & Medical Device Security at Jefferson Health

Skippack, Pennsylvania, United States

Overview

Mike has no verified overview

Personality Overview

Value Seeker

Cautious & Analytical

Not Easily Convinced

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  They are more likely than others to negotiate on pricing and terms. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Mike has no verified topics they care about

Media Appearances

Mike has no verified media appearances

Work History

4-2025
Information Security Manager - Data Protection & Medical Device Security at Jefferson Health
10-2023 - 3-2025
Information Security Manager at Lehigh Valley Health Network
7-2018 - 10-2023
Cybersecurity Principal at Vertex Inc.
9-2013 - 7-2018
Principal Cybersecurity Consultant at Cirrus InfoSec, LLC
11-2017 - 3-2018
Cloud Security and Risk Management Consultant at SAP Ariba

Education

1989 - 1991
B.S. from Villanova University
1986 - 1989
Bachelor of Science - BS from Drexel University

More Information

Social Presence :

Prographics :

Exp : 12 Location : Skippack, Pennsylvania, United States Job Level : Middle Designation : Information Security Manager - Data Protection & Medical Device Security at Jefferson Health
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Insights For Selling To Mike

During A Call Or A Meeting

DO's

  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Tell them that you will come back if you don’t have a good answer for a question

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t overhype the product/pitch, keep it measured
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mike is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Mike

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Mike move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Mike take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Mike

Personality Compatibility


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