Randy Steele

Enigma
DISC Type : cdi

Director Sales Engineering at Aurigo Software Technologies

Jensen Beach, Florida, United States

Overview

Randy Steele is the Director of Sales Engineering at Aurigo Software, leading a team focused on pre-sales support for capital planning software. With over 20 years of experience, he is an expert in strategic planning and team leadership and holds a Great Demo! certification.

Outside of work, Randy is an avid reader of business and leadership books, recently sharing thoughts on works by Peter Cohan and "Team of Teams". He actively engages with his professional network, recommending colleagues and sharing job opportunities to support others careers.

Colleagues describe him as an honest, high-energy, and talented professional who was a key contributor in turning around a distressed company.

Personality Overview

Hard To Convince

Persuasive & Assertive

Fast Follower

They are likely to ask many questions and look heavily for supporting proof as well as information.  They are generally strong communicators and are not easy to convince. They can sound friendly and charming but can quickly change gears to become inquisitive and probing

Topics They Care About

Effective Product Demos
As a 'Great Demo! ' certified professional, he leads a team of sales engineers focused on delivering compelling product demonstrations and customer education.
Capital Program Management
His career at Aurigo is centered on cloud-based software for capital planning and construction management, making this his core area of expertise.
Business Turnarounds
He was praised by a former manager as a key contributor in transforming a distressed company into a successful one, highlighting his strategic impact.

Media Appearances

Randy has no verified media appearances

Work History

2-2024
Director Sales Engineering at Aurigo Software Technologies
1-2023 - 2-2024
Manager , Sales Engineering at Aurigo Software Technologies
3-2021 - 1-2023
Sr. Solutions Engineer at Aurigo Software Technologies
5-2017 - 2-2021
Solutions Engineer- Install base accounts at Trimble Inc.
7-2016 - 4-2017
Sr Solutions Architect Business Development at RevChain Solutions

Education

Automotive Marketing from Northwood University

More Information

Social Presence :

Prographics :

Exp : 30 Location : Jensen Beach, Florida, United States Job Level : Mid-senior Designation : Director Sales Engineering at Aurigo Software Technologies
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Insights For Selling To Randy

During A Call Or A Meeting

DO's

  • Leverage 'negging', or the art of asking negative questions like "you must not be convinced yet..."
  • Use a combination of data as well as stories for your pitch, a ppt might not be necessary
  • Build rapport slwly without rushing, it will come handy to handle hard questions later

DONT's

  • Don’t brush off any concerns, take all questions seriously. They are easily deterred
  • Avoid making offhand commitments, understand the root of their concerns first
  • Don’t rely excessively on your relationship with them to win the deal even if you come to form one

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Randy is

  • Proven value, strong objective evidence are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Randy

  • They are practical and friendly, but can give a clear response with a little prodding

Insights For Deal Planning

    How fast (or slow) will Randy move?

  • They like to be detailed, so unless they develop strong conviction, they can take their time to arrive at decisions
  • Can Randy take some risk or not?

  • They evaluate their decisions systematically and do not take risks that often, unless you can get them to develop strong conviction

You And Randy

Personality Compatibility


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