Norm Ayubi

Visionary
DISC Type : Ds

IT Director of Architecture & Security at Pape-Dawson

United States

Overview

Norm has no verified overview

Personality Overview

Goal-Oriented

Fast But Thoughtful

Direct & Assertive

They might take some time to make their mind up but once they do, they don't change it easily.  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.

Topics They Care About

Norm has no verified topics they care about

Media Appearances

Norm has no verified media appearances

Work History

4-2025
IT Director of Architecture & Security at Pape-Dawson
9-2022 - 4-2025
Chief Architect, Mergers, Acquisitions & Divestitures at CDW
1-2021 - 9-2022
VP IT Infrastructure & Security; Acting CISO at Sirius Computer Solutions, Inc.
3-2018 - 1-2021
Director IT Operations at Sirius Computer Solutions, Inc.
1-2015 - 3-2018
Information Management Director at USAA

Education

Master of Business Administration (MBA) from East Texas A&M University
Bachelor of Science (BS) in Information Technology from East Carolina University

More Information

Social Presence :

Prographics :

Exp : 23 Location : United States Job Level : Mid-senior Designation : IT Director of Architecture & Security at Pape-Dawson
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Insights For Selling To Norm

During A Call Or A Meeting

DO's

  • Ask them at the end if they see a strong value prop in your product; expect an honest answer
  • Suggest clear next steps with confidence, don't be vague or hesitant
  • Focus on the results that your product produces, expect some strategic questions in return

DONT's

  • Don't shy away from asking hard questions, but be extra polite
  • Don't focus too much on mutual contacts or bother about other stakeholders, focus on them
  • Don't get into pricing discussions early on, steer conversation towards proven results

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Norm 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 Norm

  • 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 Norm move?

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

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

You And Norm

Personality Compatibility


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