Paul Balkwell

Doer
DISC Type : sd

Vice President - International Sales at OpenText

Wokingham, England, United Kingdom

Overview

Paul Balkwell is the Vice President of International Sales at OpenText Cybersecurity, bringing over 24 years of experience in driving revenue growth for SaaS and cybersecurity firms. He specializes in international market expansion and building high-performance sales teams. People frequently describe him as a dynamic, engaging, and high-energy leader.

Personality Overview

Results Focused

Long-term Focused

Strategic Planner

They are very professional in their approach and can weigh multiple perspectives together.  Reading between the lines and seeing beyond your words comes naturally to them. They exhibit a rare combination of being result-oriented but patient at the same time.

Topics They Care About

International Market Entry
His career is defined by developing and executing strategies for international market penetration, particularly for technology companies entering the EMEA and APAC regions.
Channel Sales Growth
He works for a "channel-first" provider and emphasizes the importance of partners, recently highlighting the launch of a new portal to serve over 17, 000 partners globally.
Cybersecurity & AI
He notes that cybersecurity and the introduction of AI present significant opportunities for vendors and partners, and focuses on helping partners understand and deliver these solutions.

Media Appearances

Paul has no verified media appearances

Work History

10-2018
Vice President - International Sales at OpenText
10-2014 - 9-2018
Vice President International - EMEA & APAC at Continuum
10-2014 - 5-2017
Managing Director EMEA at Continuum
10-2014 - 10-2016
European Sales Director at Continuum
9-2011 - 9-2014
Head of Sales EMEA at IP Integration

Education

1986 - 1988
Business & Finance from Bracknell College

More Information

Social Presence :

Prographics :

Exp : 33 Location : Wokingham, England, United Kingdom Job Level : Senior Designation : Vice President - International Sales at OpenText
URL has been copied!

Insights For Selling To Paul

During A Call Or A Meeting

DO's

  • During followups, use phone or text if needed, they should be fine
  • Come across as a trustworthy professional and be respectful, they usually know their game
  • You can spend time on BANT (or other qualification methodology) but keep it to the point

DONT's

  • Don't shy away from asking hard questions, but be extra polite
  • Don't get into pricing discussions early on, steer conversation towards proven results
  • Don't go over them unless you are left with no other option

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Paul 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 Paul

  • 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 Paul move?

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

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

You And Paul

Personality Compatibility


Other OpenText Employees

Explore more public profiles from related professionals at the same organization.

More Profiles

Discover additional public profiles from our index.

Search more profiles

Looking for someone else? Search here for anyone.

Or visit Humantic AI to know more.