Mike White

Observer
DISC Type : ic

Manager, Partner Sales Engineering at Dialpad

Atlanta Metropolitan Area, United States

Overview

Mike White is the Manager of Partner Sales Engineering at Dialpad, where he leads the channel sales engineering team. With skills in team leadership and conversational AI, he holds certifications from Avaya and Fortinet. Colleagues praise his ability to improve sales processes and excel at solution design.


He recently presented Dialpads AI solutions from a boxing ring at the "ARG - IT Clarity Capital Clash" event.

Personality Overview

Assertive

Curious

Value Driven

They can sound friendly and charming but can quickly change gears to become inquisitive and probing.  They are generally good communicators and can be hard to convince. They often ask many questions and rely heavily on information and documentation.

Topics They Care About

Partner Sales
He manages and has held multiple roles within the Partner Sales Engineering team at Dialpad, focusing on channel growth and enablement.
Conversational AI
Frequently showcases Dialpad's AI-powered solutions in posts and at events, emphasizing its ability to enhance customer and employee experiences.
Team Leadership
His roles consistently feature skills in front-line management, coaching, and mentoring. He is actively involved in hiring for his team.

Media Appearances

Mike has no verified media appearances

Work History

4-2024
Manager, Partner Sales Engineering at Dialpad
2-2024 - 4-2024
Team Lead - Partner Sales Engineering at Dialpad
2-2023 - 1-2024
Senior Solutions Consultant - Channel at Dialpad
6-2022 - 1-2023
Senior Sales Engineer - Channel at Dialpad
4-2022 - 6-2022
Senior Sales Engineer at Dialpad

Education

BS from Georgia Southern University
Education details unavailable from Newton High

More Information

Social Presence :

Prographics :

Exp : 10 Location : Atlanta Metropolitan Area, United States Job Level : Middle Designation : Manager, Partner Sales Engineering at Dialpad
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Insights For Selling To Mike

During A Call Or A Meeting

DO's

  • Focus on immediate action-items rather than the larger goals
  • Ask them questions to understand their needs better while staying affable
  • Build rapport, it will come handy to handle hard questions later

DONT's

  • Don’t rely excessively on your relationship with them to win the deal
  • Don’t be too objective but make sure to pad your storytelling with data points
  • Avoid making offhand commitments

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mike is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Mike

  • They are practical and friendly, don't expect a clear-cut response often.

Insights For Deal Planning

    How fast (or slow) will Mike move?

  • They like to be detailed and take their time to arrive at decisions.
  • Can Mike take some risk or not?

  • They systematically evaluate all decisions and are unlikely to take many risks.

You And Mike

Personality Compatibility


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