Paul Baliff

Questioner
DISC Type : c

Managing Director at Deloitte

Rockville, Maryland, United States

Overview

Paul Baliff is the Managing Director and Federal Health Sector Lead for Cloud at Deloitte, with over 22 years of experience. He specializes in helping federal health clients modernize their legacy systems by adopting innovative cloud solutions. He holds a Masters degree from The Johns Hopkins University.

Outside of his professional role, Paul is committed to fostering new talent by serving as a judge for university datathons. He also supports community health initiatives and is listed as a donor for The Childrens Inn at the National Institutes of Health (NIH).

In 2024, Paul was named one of WashingtonExecs "Top Cloud Executives to Watch" for his work in the federal health sector.

Personality Overview

Systematic

Not Easily Convinced

Value Seeker

It is quite likely of them to ask for pricing or other concessions.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. They prefer to analyze every situation thoroughly.


Topics They Care About

Federal Health IT
As Deloitte's Federal Health Sector Lead for Cloud, he is focused on upgrading legacy systems and enhancing operational effectiveness for government health agencies.
Public Sector Cloud
He has a deep background in this area from AWS and recently co-authored a paper with Google Public Sector on cloud adoption for federal agencies.
Mentoring Students
He repeatedly serves as a judge for the annual Datathon at the University of Maryland's Robert H. Smith School of Business, showing a passion for developing talent.

Media Appearances

Paul has no verified media appearances

Work History

10-2017
Managing Director at Deloitte
5-2016 - 11-2017
Senior Manager, Worldwide Public Sector Partners at Amazon Web Services
12-1996 - 5-2016
Principal at Booz Allen Hamilton

Education

5-1997 - 5-2000
Master's degree from The Johns Hopkins University
Foundations of Cybersecurity from University of Maryland Global Campus

More Information

Social Presence :

Prographics :

Exp : 29 Location : Rockville, Maryland, United States Job Level : Mid-senior Designation : Managing Director at Deloitte
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Insights For Selling To Paul

During A Call Or A Meeting

DO's

  • Emphasise more on facts and measurable benefits
  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Back up any claims with data and numbers

DONT's

  • Avoid rushing them, be polite and patient
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t depend too much on anecdotal evidence, it reduces their confidence

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Paul 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 Paul

  • 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 Paul move?

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

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


You And Paul

Personality Compatibility


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