Mike Keough

Captain
DISC Type : DS

Regional Sales Director, North American Service Providers at HP

Salt Lake City, Utah, United States

Overview

Mike Keough is a seasoned sales leader, currently serving as Regional Director at HP, with a significant history of executive leadership, including roles as CEO for public companies like Q Comm and ClearOne Communications. An alumnus of the University of Washington, he is described by colleagues as results-driven and a trusted advisor, with deep expertise in scaling SaaS sales and managing strategic partnerships.

Given his extensive time earning both a BA and an Executive MBA from the University of Washington, Mike likely maintains connections to the Seattle area. This educational background suggests a possible interest in local Seattle culture and a loyalty to his alma maters community and events.

He has held the title of Chief Executive Officer for three different companies, two of which were public.

Personality Overview

Consummate Professional

Dynamic But Sincere

Long-Term Thinker

They might take some time to make their mind up but once they do, they don't change it easily.  Reading between the lines and seeing beyond your words comes naturally to them. They are very professional in their approach and can weigh multiple perspectives together.

Topics They Care About

UCaaS & Cloud Communications
His career at HP, Alianza, and GoTo is centered around managing and selling Unified Communications as a Service (UCaaS) solutions through major service providers.
Channel Sales Leadership
He has a proven track record of managing large-scale channel sales, once leading a 250-person team that delivered $2. 2 billion in annual revenue.
Executive Leadership
His experience as a three-time CEO, including for public companies in the communications and financial transaction sectors, highlights his extensive operational and P&L management skills.

Media Appearances

Mike has no verified media appearances

Work History

12-2021
Regional Sales Director, North American Service Providers at HP
12-2020 - 1-2022
Vice President, Strategic Accounts at Alianza, Inc.
Senior Vice President, Western US Sales at Star2Star Communications, LLC
Vice President, Strategic Partner Development at GoTo
Chief Executive Officer at Kemesa

Education

BA from University of Washington
Executive MBA from University of Washington

More Information

Social Presence :

Prographics :

Exp : 5 Location : Salt Lake City, Utah, United States Job Level : Mid-senior Designation : Regional Sales Director, North American Service Providers at HP

Interested in

Sports

University of Washington Intramural football champions, University of Washington Ski Team

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Insights For Selling To Mike

During A Call Or A Meeting

DO's

  • Focus on the results that your product produces, expect some strategic questions in return
  • Use phrases like 'your team deserves', 'best in class' etc.
  • Let them know of potential risks but suggest mitigation methods alongside

DONT's

  • Don't take their patience for granted, avoid long-winding sermons
  • Don't get into pricing discussions early on, steer conversation towards proven results
  • Avoid putting conscious effort into relationship-building

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mike is

  • Strong proof of impact and their conviction will matter the most, but they wouldn't want to act unilaterally either
  • Will you ever get a clear answer from Mike

  • They will say no if they are not convinced but you will have to prompt them.

Insights For Deal Planning

    How fast (or slow) will Mike move?

  • They will want to understand things well but can move fast once they have a clear picture.
  • Can Mike take some risk or not?

  • They have good risk tolerance but are likely to think it through once or twice.

You And Mike

Personality Compatibility


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