Ray Townsend

Critic
DISC Type : C

Head of Strategy and Growth at Lockheed Martin

Ottawa, Ontario, Canada

Overview

Ray has no verified overview

Personality Overview

Precise

Negotiator

Information Seeker

It is very likely that they will negotiate pricing or other important terms.  Unless the value is proven by data, they are unlikely to value fancy features. They like to take decisions independently and do not seek others' support often.

Topics They Care About

Ray has no verified topics they care about

Media Appearances

Ray has no verified media appearances

Work History

7-2024
Head of Strategy and Growth at Lockheed Martin
3-2020
Chief of Operations - Lockheed Martin Canada at Lockheed Martin
8-2019 - 3-2020
Director Air Readiness RCAF (Colonel) at Canadian Armed Forces | Forces armées canadiennes
8-2017 - 7-2019
Commanding Officer at Canadian Armed Forces | Forces armées canadiennes
6-1997 - 7-2017
RCAF Pilot at Canadian Armed Forces | Forces armées canadiennes

Education

8-2013 - 5-2014
Masters of Arts from Royal Military College of Canada/Collège militaire royal du Canada
2006 - 2009
Master of Arts (M.A.) from Royal Military College of Canada/Collège militaire royal du Canada

More Information

Social Presence :

Prographics :

Exp : 28 Location : Ottawa, Ontario, Canada Job Level : Mid-senior Designation : Head of Strategy and Growth at Lockheed Martin
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Insights For Selling To Ray

During A Call Or A Meeting

DO's

  • Use phrases like ‘expect X% improvement’, ‘data clearly shows’ etc.
  • Tell them what ROI they can expect
  • Be ready for penetrating questions and critical examination of your pitch

DONT's

  • Don’t rush them till they have clearly gotten all the necessary information
  • Don't give superficial answers, they are easily rattled by them
  • Avoid phrases like ‘trust me’, ‘others just love’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Ray is

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

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

Insights For Deal Planning

    How fast (or slow) will Ray move?

  • Their decision-making is neither very fast nor very slow, they are somewhere in between.
  • Can Ray take some risk or not?

  • They can take risks if their analysis shows that it would be worth it.

You And Ray

Personality Compatibility


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