Rafi Katanasho

Trailblazer
DISC Type : ID

APAC CTO & Solution Sales VP at Dynatrace

Greater Sydney Area, Australia

Overview

Rafi has no verified overview

Personality Overview

Achievement-Oriented

Values Relationships

Informal

If they come to believe in your value proposition, they will be your champion.  They are more likely to be open to unproven but exciting technologies. They respond better to a combination of speed and relationship.

Topics They Care About

Rafi has no verified topics they care about

Media Appearances

Rafi has no verified media appearances

Work History

10-2014
APAC CTO & Solution Sales VP at Dynatrace
3-2012 - 10-2014
APAC CTO & VP of Solution Sales at Compuware
1-2010 - 4-2012
Solution Sales Director - ANZ & Japan at Compuware
1-2007 - 12-2009
Global Director - APM at Compuware
3-1998 - 12-2006
APAC - Sales Support & Channels Manager at Proxima Technology

Education

1990 - 1994
Bachelor of Electrical Engeneering (Hons) from University of Sydney

More Information

Social Presence :

Prographics :

Exp : 30 Location : Greater Sydney Area, Australia Job Level : Leadership Designation : APAC CTO & Solution Sales VP at Dynatrace
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Insights For Selling To Rafi

During A Call Or A Meeting

DO's

  • Help them visualize the impact of their decision
  • Give them control of the sales process
  • Talk about yourself and some of your achievements at the start of the conversation

DONT's

  • Don’t force involvement of other stakeholders unless it is critical
  • Don’t hesitate from asking questions or pushing them, but take a friendly approach
  • Don't make any commitments that you might not be able to fulfill

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Rafi is

  • Relationship and product conviction matter equally, followed by a sense of achievement.
  • Will you ever get a clear answer from Rafi

  • If they are not convinced, they will say no albeit in a friendly manner.


Insights For Deal Planning

    How fast (or slow) will Rafi move?

  • If you earn their trust and they develop faith in the product, they can make decisions quickly.
  • Can Rafi take some risk or not?

  • They can take risks if necessary.

You And Rafi

Personality Compatibility


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