Phil Duncan

Questioner
DISC Type : c

Principal Account Manager at Amazon Web Services (AWS)

San Francisco Bay Area, United States

Overview

Phil has no verified overview

Personality Overview

Value Seeker

Cautious & Analytical

Systematic

They are more likely than others to negotiate on pricing and terms.  They prefer to do thorough analysis of any situation. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Phil has no verified topics they care about

Media Appearances

Phil has no verified media appearances

Work History

4-2022 - 12-2025
Principal Account Manager at Amazon Web Services (AWS)
10-2018 - 2022
Solution Sales, Modern Workplace at Microsoft
6-2016 - 12-2018
Worldwide Account Executive Lead at Microsoft
7-2010 - 2015
Sr Channel Executive, Multi-National Accounts at Microsoft Corporation
12-2005 - 7-2010
Partner Account Manager at Microsoft Corporation

Education

1997 - 2001
Master of Science (M.S.) from California State University - East Bay
1995 - 1996
Bachelors from California State University, Chico

More Information

Social Presence :

Prographics :

Exp : 21 Location : San Francisco Bay Area, United States Job Level : N/A Designation : Principal Account Manager at Amazon Web Services (AWS)
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Insights For Selling To Phil

During A Call Or A Meeting

DO's

  • Emphasise more on facts and measurable benefits
  • Tell them that you will come back if you don’t have a good answer for a question
  • Back up any claims with data and numbers

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t overhype the product/pitch, keep it measured
  • Avoid rushing them, be polite and patient

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Phil 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 Phil

  • 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 Phil move?

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

  • Can Phil take some risk or not?

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


You And Phil

Personality Compatibility


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