Mike Major

Researcher
DISC Type : Cs

Software Development Manager Institutional Brokerage Trading at Susquehanna International Group

Philadelphia, Pennsylvania, United States

Overview

Mike has no verified overview

Personality Overview

Soft Communicator

Cost Conscious

Detail Oriented

The only way to convince them is by showing them examples and ample proof.  They are thorough and always follow a systematic approach. They tend to have clarity about their needs and constraints, and are unlikely to over-promise.

Topics They Care About

Mike has no verified topics they care about

Media Appearances

Mike has no verified media appearances

Work History

5-2010
Software Development Manager Institutional Brokerage Trading at Susquehanna International Group
5-2010
Sr. Technology Business Analyst Institutional Brokerage Trading at Susquehanna International Group
5-2005 - 5-2010
Consultant at Wall Street Technology Regulatory and Compliance
1-1996 - 5-2005
Associate Director/Software Development Mgr at Susquehanna International Group
Senior Software Engineer at Reality Online, Inc.

Education

2008 - 2012
Master of Divinity (MDiv) from Biblical Theological Seminary
1981 - 1988
Bachelor of Arts from Temple University

More Information

Social Presence :

Prographics :

Exp : 30 Location : Philadelphia, Pennsylvania, United States Job Level : Middle Designation : Software Development Manager Institutional Brokerage Trading at Susquehanna International Group
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Insights For Selling To Mike

During A Call Or A Meeting

DO's

  • Share a one-off customer success story but keeps the focus on highlighting objective, numerical results
  • When following up with them, expect slowness; use questions to engage them, preferably over email.
  • If they are not asking many questions, nudge them to ask questions rather than just starting to talk yourself

DONT's

  • Avoid phrases like ‘trust me’, ‘you will just love it’ etc.
  • Avoid winging it with them particularly, answer a question only if you know the answer well
  • Do not sound overly eager, modulate your energy levels especially if you are generally enthusiastic

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mike is

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

  • They don’t say no often, they push out the decisions or keep going around in circles.

Insights For Deal Planning

    How fast (or slow) will Mike move?

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

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

You And Mike

Personality Compatibility


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