Peter K.

Wildcard
DISC Type : isc

Consultant at Continuous Software

United Kingdom

Overview

Peter is a seasoned solutions consultant and leader with extensive experience building and managing technical sales teams. After nearly seven years at Atlassian, where he rose to EMEA Head of Solutions Engineering, he recently joined Continuous Software. His background includes a director-level role in project management methodology at Fidelity Investments.

Personality Overview

Requires Proof

Curious But Skeptical

ROI Driven

They are unlikely to ever become strong champions even when the conversations are going well; you should focus on cultivating other champions  They typically tend to be late adopters even when they seem friendly and excited about what you have to sell They are often friendly and nice, but can sometimes suprise you with their piercing questions

Topics They Care About

Solutions Engineering
He has a long history of leading and hiring for Solutions Engineering teams, viewing them as a critical part of the go-to-market strategy.
Team Culture
In his departure post from Atlassian, he specifically highlighted the "amazing Culture" of the team he was a part of, indicating its importance to him.
Go-To-Market Strategy
His posts about hiring emphasize that Solutions Engineers are key members of Go-To-Market teams, showing a focus on strategic sales alignment.

Media Appearances

Peter has no verified media appearances

Work History

7-2024
Consultant at Continuous Software
10-2021 - 5-2024
EMEA Head of Solutions Engineering, Atlassian at Atlassian
2-2020 - 10-2021
EMEA Solutions Engineering Lead at Atlassian
6-2017 - 2-2020
EMEA Field Services at Atlassian
12-2014 - 5-2017
Director Software Development and Project Management Methodology at Fidelity Investments

Education

Peter has no verified education history

More Information

Social Presence :

Prographics :

Exp : 19 Location : United Kingdom Job Level : Mid-senior Designation : Consultant at Continuous Software
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Insights For Selling To Peter

During A Call Or A Meeting

DO's

  • Ask them questions to understand their needs better while staying affable
  • Use phrases like ‘clear proof that’, ‘data shows’ etc.
  • Persuade objectively how your product will help them achieve their goals

DONT's

  • Avoid phrases like ‘trust me’, ‘you will just love it’ etc.
  • Don't ask them to move fast, let them take their time and digest all the information
  • Avoid winging it with them particularly, answer a question only if you know the answer well

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Peter is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Peter

  • They are likely to give you a clear answer without taking you around in circles. However, if you share a good relationship, they might not be so forthcoming.

Insights For Deal Planning

    How fast (or slow) will Peter move?

  • They like to perform full analysis and can take time to make any decision.
  • Can Peter take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Peter

Personality Compatibility


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