Pablo Guevara

Critic
DISC Type : C

Principal SaaS Product Manager at ADTRAN

Greater Tampa Bay Area, United States

Overview

Pablo has no verified overview

Personality Overview

ROI Driven

Negotiator

Critic

Unless the value is proven by data, they are unlikely to value fancy features.  They choose to analyze logically and value facts to emotions. It is very likely that they will negotiate pricing or other important terms.

Topics They Care About

Pablo has no verified topics they care about

Media Appearances

Pablo has no verified media appearances

Work History

1-2022
Principal SaaS Product Manager at ADTRAN
6-2021 - 1-2022
Sr. Product Line Manager at DZSi
1-2018 - 5-2021
Product Line Manager at DZSi
9-2005 - 1-2018
Sr. Systems Engineer at Zhone Technologies
10-2004 - 8-2005
Sales/System Engineer at Paradyne Networks Inc

Education

Master of Science - MS from Georgia Institute of Technology
1998 - 2006
Bachelor of Engineering (B.Eng.) from University of Buenos Aires

More Information

Social Presence :

Prographics :

Exp : 25 Location : Greater Tampa Bay Area, United States Job Level : Senior Designation : Principal SaaS Product Manager at ADTRAN
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Insights For Selling To Pablo

During A Call Or A Meeting

DO's

  • Don’t forget to mention how you compare to competition on both features and pricing
  • Be ready for penetrating questions and critical examination of your pitch
  • Be ready to answer many clarity-seeking questions and requests for information

DONT's

  • Make extra effort to not seem pushy or confrontational
  • Do not use very emotional or colorful language
  • Don’t try to give too many examples of other users, they like to make their own decisions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Pablo is

  • Proven ROI, pricing and objective proof points are the factors that sway their decision.
  • Will you ever get a clear answer from Pablo

  • They are comfortable saying no if they are convinced that it is the correct decision.

Insights For Deal Planning

    How fast (or slow) will Pablo move?

  • Their decision-making is neither very fast nor very slow, they are somewhere in between.
  • Can Pablo take some risk or not?

  • They can take risks if their analysis shows that it would be worth it.

You And Pablo

Personality Compatibility


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