Nancy Ross

Questioner
DISC Type : c

Director, Technology Sourcing - Salesforce at Salesforce

San Francisco Bay Area, United States

Overview

Nancy Ross is the Director of Technology Sourcing at Salesforce, where she leads complex global software negotiations covering Cloud Services, Generative AI, and Infrastructure. Her expertise spans supplier management, software licensing, governance, and compliance. She was educated in Business at San José State University.

A former colleague has praised her as being "one of the best deal makers" from her time at Cisco, a testament to her long-standing reputation in the field.

Personality Overview

Value Seeker

Price-Sensitive

Not Easily Convinced

It is quite likely of them to ask for pricing or other concessions.  They prefer to analyze every situation thoroughly.
 They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

Technology Sourcing
As the Director of Technology Sourcing, this is her core professional focus, and she is actively hiring sourcing managers for her team at Salesforce.
Complex Negotiations
She has extensive experience in high-stakes negotiations with large enterprise suppliers and is regarded by peers as an expert deal maker.
Cloud & AI Procurement
Her role explicitly involves managing acquisitions and licensing for Cloud, Hybrid Cloud, and Generative AI technologies, placing her at the forefront of modern tech procurement.

Media Appearances

Nancy has no verified media appearances

Work History

2-2025
Director, Technology Sourcing - Salesforce at Salesforce
6-2021
Senior Manager, Technology Sourcing at Salesforce
1-1996 - 6-2021
Business Development / Supplier / Category Manager at Cisco
4-1994 - 12-1995
Technical Product Marketing / Quality at Novell
Quality Assurance and R&D at Borland International

Education

1982 - 1987
Business from San José State University

More Information

Social Presence :

Prographics :

Exp : 31 Location : San Francisco Bay Area, United States Job Level : Mid-senior Designation : Director, Technology Sourcing - Salesforce at Salesforce
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Insights For Selling To Nancy

During A Call Or A Meeting

DO's

  • Tell them that you will come back if you don’t have a good answer for a question
  • Back up any claims with data and numbers
  • If you have a lower priced product compared to the competition, call out the same

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t try to be too friendly or informal with them
  • 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 Nancy is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Nancy

  • 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 Nancy move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Nancy take some risk or not?

  • They can take risk if they are convinced that they have analyzed the circumstances well.


You And Nancy

Personality Compatibility


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