Rebecca Shortern-Rule

Observer
DISC Type : ic

Partner Account Manager: Service Provider and Managed Service Provider at Cisco

Greater Sydney Area, Australia

Overview

Rebecca is an experienced Partner Account Manager at Cisco, focusing on the Service Provider and Managed Service Provider channels across ANZ. She has a demonstrated history in both the telecommunications and software industries, with strong skills in business development, enterprise sales, and SaaS.

She is passionate about charitable causes and recently committed to a 30km swimming challenge to raise funds for the Starlight Childrens Foundation Australia. Rebecca also values her long-standing professional relationships, some of which span over 16 years from London to Sydney.

Unique fact: She set a goal to swim 600 lengths of a 50-meter pool in just four weeks for her fundraising event.

Personality Overview

Value Driven

Curious

Assertive

They are generally good communicators and can be hard to convince.  They are likely to ask many questions and look heavily for supporting information. They can sound friendly and charming but can quickly change gears to become inquisitive and probing.

Topics They Care About

Partner Growth
Her role focuses on helping Cisco partners boost their profitability and achieve sustainable growth, as highlighted in her promotion of partner-centric events.
Managed Service Providers
Her title and role are specifically centered around managing and developing relationships with Managed Service Providers (MSPs) in the ANZ region.
Telecommunications Industry
She has a long history in the telecommunications sector, referencing her "early days of Telco" as a key part of her professional journey.

Media Appearances

Rebecca has no verified media appearances

Work History

10-2019
Partner Account Manager: Service Provider and Managed Service Provider at Cisco
1-2017 - 10-2019
New Business Manager - Enterprise and Government at TPG Telecom
2-2012 - 12-2016
Business Development Manager at Blackbaud Pacific
4-2011 - 1-2012
Business Development Manager at Redback Conferencing
9-2009 - 12-2010
Channel Account Manager at Exponential-e

Education

1992 - 1999
Education details unavailable from Chalvedon School & Sixth form College

More Information

Social Presence :

Prographics :

Exp : 24 Location : Greater Sydney Area, Australia Job Level : Middle Designation : Partner Account Manager: Service Provider and Managed Service Provider at Cisco
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Insights For Selling To Rebecca

During A Call Or A Meeting

DO's

  • Focus on immediate action-items rather than the larger goals
  • Ask them questions to understand their needs better while staying affable
  • Be prepared for a lot of questions, answer them objectively

DONT's

  • Avoid making offhand commitments
  • Don’t be too objective but make sure to pad your storytelling with data points
  • Don’t try to rush them into a decision, provide all necessary information first

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Rebecca is

  • Proven value, strong testimonials are important to them, relationships will have some weightage.
  • Will you ever get a clear answer from Rebecca

  • They are practical and friendly, don't expect a clear-cut response often.

Insights For Deal Planning

    How fast (or slow) will Rebecca move?

  • They like to perform full analysis and can take time to make any decision.
  • Can Rebecca take some risk or not?

  • They evaluate their decisions systematically and are less likely to take risks.

You And Rebecca

Personality Compatibility


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