Paul Falcone

Enthusiast
DISC Type : i

Director - Channel and Alliances at Onapsis

San Diego, California, United States

Overview

Paul Falcone serves as the Director of Channel and Alliances at Onapsis, where he leads the North American channel partner strategy. With an extensive background in cybersecurity, he has held senior channel management roles at Grip Security, Check Point, and Proofpoint. Colleagues describe him as being "highly motivated" with "tremendous energy" and a "can-do attitude. "

Based on his background, Paul has a connection to the University at Buffalo. He also shows an interest in the major American spirits and wine company, Brown-Forman, suggesting a potential appreciation for their portfolio of brands or the business of fine spirits.

Across multiple companies, Paul has specialized in managing channel partnerships for the Western US, spanning from Colorado to the Pacific Ocean.

Personality Overview

Story Driven

Optimistic

Consensus Focused

Unlike D or C types, they are convinced more by stories and testimonials.  They are more about building relationships than just cutting deals. They are generally friendly, so be careful when relying on their word.

Topics They Care About

SAP Security
He frequently posts about SAP vulnerabilities, Patch Tuesday updates, and threat intelligence from Onapsis Research Labs, showing it's a primary focus in his current role.
Channel Development
His career is centered on building and managing channel strategies and partner programs for cybersecurity firms like Onapsis, Grip Security, and Check Point.
Cybersecurity Alliances
He actively promotes strategic partnerships, such as the collaboration between Onapsis and Mandiant to address specific SAP vulnerabilities and protect customers.

Media Appearances

Paul has no verified media appearances

Work History

12-2022
Director - Channel and Alliances at Onapsis
2022 - 12-2022
Director of Channel Development at Grip Security
2020 - 2022
Sr Cloud Partner Development Manager - America at Check Point Software Technologies, Ltd.
2019 - 2020
Sr National Channel Manager at BlueJeans Network
2015 - 2019
Sr. Channel Manager - Western Region at Proofpoint

Education

Education details unavailable from University at Buffalo

More Information

Social Presence :

Prographics :

Exp : 24 Location : San Diego, California, United States Job Level : Mid-senior Designation : Director - Channel and Alliances at Onapsis
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Insights For Selling To Paul

During A Call Or A Meeting

DO's

  • Give them the opportunity to lead the conversation where possible
  • Compliment them about their personality if you get a chance
  • Speak from experience about success that the product has seen with other customers

DONT's

  • Don’t be excessively objective, be like a storyteller with them
  • Don't be critical or challenge them openly, they can react defensively
  • Don’t be too formal with them, they trust informality more

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Paul is

  • Relationships and rapport matter to them, but so does the value of the product.
  • Will you ever get a clear answer from Paul

  • They will hardly ever say a direct no.

Insights For Deal Planning

    How fast (or slow) will Paul move?

  • Even when they are constantly engaged, they do not reach decisions quickly.
  • Can Paul take some risk or not?

  • If it seems really necessary, they can take small risks.

You And Paul

Personality Compatibility


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