Rich DiPalma

Inquirer
DISC Type : cd

Senior Enterprise Account Executive at Oracle

Mount Pleasant, South Carolina, United States

Overview

Rich is a high-achieving Senior Enterprise Account Executive at Oracle, with over 20 years of experience closing more than $130 million in net new ARR. He is a skilled strategic relationship manager, certified in MEDDIC and SPIN Selling, and has a Masters degree from Northeastern University.

Based on his education at two Massachusetts universities, Rich likely follows Boston-area sports, including the Patriots and Celtics. This suggests a strong connection to the local New England culture and community.

He has been recognized as the #1 Worldwide Rep and is a 10-time Presidents Club winner.

Personality Overview

Upfront

Hard To Convince

ROI Conscious

They care equally about the product and its potential impact.  They don’t always try to control the conversation but neither do they like yielding it fully. They respond well to confident salespeople.

Topics They Care About

AI in Enterprise
He recently shared posts about Oracle integrating OpenAI's models into its applications and new embedded AI capabilities in its cloud database offerings.
Complex Enterprise Sales
His career is defined by closing large, multi-million dollar deals in complex enterprises, supported by his certifications in MEDDIC and SPIN Selling.
Cloud-Native Architecture
As a former Sales Director at Lightbend, he focused on helping clients build scalable and resilient systems using microservices architecture.

Media Appearances

Rich has no verified media appearances

Work History

9-2020
Senior Enterprise Account Executive at Oracle
Sales Director at Lightbend, Inc.
Regional Account Manager at Workday Adaptive Planning
IBM Watson Explorer Sales Leader (Promoted) at IBM
Senior Territory Manager Strategic Core Accounts IBM Business Analytics Portfolio at IBM

Education

Master's degree from Northeastern University
Economics and Finance from Framingham State University

More Information

Social Presence :

Prographics :

Exp : 5 Location : Mount Pleasant, South Carolina, United States Job Level : Junior Designation : Senior Enterprise Account Executive at Oracle
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Insights For Selling To Rich

During A Call Or A Meeting

DO's

  • Make sure that they have the necessary authority, they could present false stature sometimes
  • Tell them that you are there to help them create visible impact within their organization
  • Ask them questions confidently while doing discovery, don’t be apologetic

DONT's

  • Avoid long winding pitches, stay objective
  • Do not give up if they are not convinced, try again with a different approach
  • Don’t expect them to change their mind quickly if they say no once

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Rich is

  • Conviction in the product matters to them, followed by proof points and strong testimonials.
  • Will you ever get a clear answer from Rich

  • They may not be very forthcoming, but they will say no if needed.

Insights For Deal Planning

    How fast (or slow) will Rich move?

  • Their decision making speed is somewhere in the middle.
  • Can Rich take some risk or not?

  • They can take risks but after weighing up the pros and cons.

You And Rich

Personality Compatibility


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