Mike Webb, CIPM / CIPP/E

Captain
DISC Type : SD

Director, Global Alliances Business Development, Microsoft Security & Resiliency at Kyndryl

Douglas County, Colorado, United States

Overview

Mike Webb is a technology alliances professional with 20 years of experience, currently serving as Director of Global Alliances at Kyndryl. He specializes in building security and resiliency ecosystems, managing key partnerships with vendors like Microsoft, Fortinet, and Okta. Colleagues describe him as smart, intuitive, and a consummate professional.

A results-driven leader, his efforts in building partner alliances have directly contributed to over $200 million in sales for his organizations over the past decade.

Personality Overview

Output-Driven

Dynamic But Sincere

Planner & Achiever

They are very professional in their approach and can weigh multiple perspectives together.  They exhibit a rare combination of being result-oriented but patient at the same time. Reading between the lines and seeing beyond your words comes naturally to them.

Topics They Care About

Global Alliances
His career focus involves building and managing global relationships with major technology vendors, including Microsoft, Okta, Fortinet, Rubrik, and Veeam.
Security Ecosystems
His current role at Kyndryl is centered on Microsoft Security & Resiliency, and he has a history of managing partnerships with leading cybersecurity firms.
Channel Enablement
He has extensive experience training and enabling sales partners, having presented to large groups to help them successfully go to market.

Media Appearances

Mike has no verified media appearances

Work History

8-2022
Director, Global Alliances Business Development, Microsoft Security & Resiliency at Kyndryl
6-2021 - 6-2022
Partner Alliances Manager at OneTrust
5-2018 - 2-2021
Alliances Manager at GCOM Software, LLC
10-2014 - 5-2018
Channel Manager, VMware Workspace One - Horizon - Air Watch - Identity - Hybrid Cloud at Arrow Electronics
4-2013 - 10-2014
Commercial Sales Solutions Specialist at VMware

Education

B.S. from Hope International University

More Information

Social Presence :

Prographics :

Exp : 12 Location : Douglas County, Colorado, United States Job Level : Mid-senior Designation : Director, Global Alliances Business Development, Microsoft Security & Resiliency at Kyndryl
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Insights For Selling To Mike

During A Call Or A Meeting

DO's

  • Use phrases like 'your team deserves', 'best in class' etc.
  • Come across as a trustworthy professional and be respectful, they usually know their game
  • You can spend time on BANT (or other qualification methodology) but keep it to the point

DONT's

  • Don't shy away from asking hard questions, but be extra polite
  • Don't get into pricing discussions early on, steer conversation towards proven results
  • Don't go over them unless you are left with no other option

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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