Paul Nicholas

Questioner
DISC Type : c

Principal Scientist and Program Manager | Space Future Capabilities Program Area at Johns Hopkins Applied Physics Laboratory

Washington DC-Baltimore Area, United States

Overview

Paul has no verified overview

Personality Overview

Value Seeker

Price-Sensitive

Cautious & Analytical

They are more likely than others to negotiate on pricing and terms.  They generally do not appreciate an overfriendly approach and prefer to stay to-the-point. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Paul has no verified topics they care about

Media Appearances

Paul has no verified media appearances

Work History

12-2025
Principal Scientist and Program Manager | Space Future Capabilities Program Area at Johns Hopkins Applied Physics Laboratory
9-2022 - 1-2026
Principal Scientist and Program Manager | Prevention, Preparedness, and Response at Johns Hopkins Applied Physics Laboratory
8-2020
Lecturer | Discrete Optimization at Johns Hopkins Whiting School of Engineering
7-2020 - 7-2023
Cyberspace Operations Officer at U.S. Marine Corps Forces Cyberspace Command
4-2019 - 10-2022
Chief Scientist | Decision Systems Group at Johns Hopkins Applied Physics Laboratory

Education

2016 - 2017
Fellow from Massachusetts Institute of Technology
2013 - 2016
Doctor of Philosophy (Ph.D.) from George Mason University

More Information

Social Presence :

Prographics :

Exp : 21 Location : Washington DC-Baltimore Area, United States Job Level : Senior Designation : Principal Scientist and Program Manager | Space Future Capabilities Program Area at Johns Hopkins Applied Physics Laboratory
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Insights For Selling To Paul

During A Call Or A Meeting

DO's

  • If you have a lower priced product compared to the competition, call out the same
  • Back up any claims with data and numbers
  • Keep some extra margin in hand as they will likely negotiate the pricing

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t try to be too friendly or informal with them
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Paul is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to 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?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • 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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