Phillip Sutton, CAP-X

Critic
DISC Type : C

Director, Enterprise Sales- DIB & FSI at Databricks

Denver, Colorado, United States

Overview

Phillip leads enterprise sales for the Defense Industrial Base and Federal System Integrators at Databricks, leveraging his deep expertise in AI and operations research. An INFORMS Certified Analytics Professional (CAP-Expert) with a Masters from George Mason University, he excels at translating complex data into strategic growth.

While his public profile is professionally focused, his education at George Mason and career in the Washington D. C. area suggest a connection to the local community. Its likely he enjoys the cultural and sporting events the capital region has to offer.

Unique Fact: At KPMG, he built "Aperture, " a real-time decision intelligence platform managing operations worth over $37 billion annually.

Personality Overview

Information Seeker

Objective Thinker

Precise

They don’t appreciate bells and whistles unless backed by data.  They prefer to analyze logically and value objective facts over emotions. They like to take decisions independently and do not seek others' support often.

Topics They Care About

AI for Defense
His current role at Databricks and past work at Booz Allen Hamilton center on applying data and AI solutions within the Defense Industrial Base (DIB).
Autonomous AI
He shows significant interest in the latest AI developments, recently posting about the launch of autonomous and agentic tools like Genie Code and Lakewatch.
Decision Intelligence
He specializes in building scalable decision intelligence systems and led the development of a real-time platform for Fortune 500 clients at KPMG.

Media Appearances

Phillip has no verified media appearances

Work History

2-2026
Director, Enterprise Sales- DIB & FSI at Databricks
10-2022 - 2-2026
Director- Data and Decision Science at KPMG US
2-2020 - 10-2022
Lead Specialist- Optimization & Simulation at KPMG US
7-2019 - 1-2020
Lead Associate- Lead Operations Research Analyst at Booz Allen Hamilton
7-2017 - 6-2019
Associate- Sr. Operations Research Analyst at Booz Allen Hamilton

Education

2014 - 2017
Master of Science (M.S.) from George Mason University
2014 - 2017
Graduate Certificate from George Mason University

More Information

Social Presence :

Prographics :

Exp : 12 Location : Denver, Colorado, United States Job Level : Mid-senior Designation : Director, Enterprise Sales- DIB & FSI at Databricks
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Insights For Selling To Phillip

During A Call Or A Meeting

DO's

  • Be ready to answer many clarity-seeking questions and requests for information
  • Keep some extra margin while sharing pricing, they are likely to negotiate later
  • Be ready for penetrating questions and critical examination of your pitch

DONT's

  • Do not use very emotional or colorful language
  • Don't give superficial answers, they are easily rattled by them
  • Don’t try too hard to build a relationship with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Phillip is

  • Proof of ROI, low pricing and objective proof points are the important factors for them.
  • Will you ever get a clear answer from Phillip

  • They do not mind saying no if they believe that it is the right decision.

Insights For Deal Planning

    How fast (or slow) will Phillip move?

  • They are neither the fastest nor the slowest decision makers, they are somewhere in the middle.
  • Can Phillip take some risk or not?

  • They can bear some risk if their analysis backs the decision.

You And Phillip

Personality Compatibility


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