Richard Echols 📊

Judge
DISC Type : Dc

Customer Success Manager (Premier Success – TBM/FinOps) at IBM

Decatur, Georgia, United States

Overview

Richard is a Customer Success and FinOps Leader at IBM, specializing in AI-driven SaaS strategy and cloud cost optimization. He helps enterprise clients achieve measurable ROI by aligning AI innovation with financial accountability. He holds certifications in FinOps and TBM and is described by colleagues as highly knowledgeable with deep technical expertise.

He founded EIG Analytics, a data consulting firm focused on helping small and mid-sized businesses unlock hidden revenue through automated data systems.

Personality Overview

Quality Focused

Features Driven

Generally Skeptic

More than the product, they care about the effectiveness of the product.  They like to be in a position where they can control the conversation and terms. They like to act fast and expect others to do the same.

Topics They Care About

AI-Driven FinOps
Leads FinOps and TBM strategies at IBM, focusing on aligning AI innovation with financial accountability and optimizing cloud investments for enterprise clients.
Cloud Cost Optimization
His role centers on helping enterprise customers manage and optimize cloud spend to improve executive visibility and achieve measurable business outcomes.
Data-driven Entrepreneurship
He founded EIG Analytics, a firm dedicated to building smart, automated data systems to help small and mid-sized businesses find hidden revenue.

Media Appearances

Richard has no verified media appearances

Work History

4-2025
Customer Success Manager (Premier Success – TBM/FinOps) at IBM
10-2009
Technical Program Manager – Events & Operations at Watchtower
12-2024 - 4-2025
IT Specialist (CSM/TBM / FinOps) at Internal Revenue Service
11-2023 - 12-2024
CSM Business Intelligence Analytics at VT Industries
7-2021 - 1-2024
Data Analyst at Gwinnett County Government

Education

2017 - 2018
Master's degree from Walden University
8-2010 - 12-2014
Bachelor's degree from Georgia State University

More Information

Social Presence :

Prographics :

Exp : 16 Location : Decatur, Georgia, United States Job Level : Middle Designation : Customer Success Manager (Premier Success – TBM/FinOps) at IBM
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Insights For Selling To Richard

During A Call Or A Meeting

DO's

  • Refer to testimonials from well-known industry leaders
  • When negotiating terms, help them build an impression that they are the ones calling the shots
  • Objectively showcase the impact that your product creates

DONT's

  • Do not back off when challenged, respond with a confident, objective answer instead
  • Don’t take too much time in sending them information if they ask for any
  • Don’t focus on process and rules, give the impression of being a ‘gets it done’ person

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Richard is

  • Confidence in impact is paramount to them, followed by a sense of achievement and ROI.
  • Will you ever get a clear answer from Richard

  • If they decide not to go ahead, they will say no without hesitation.

Insights For Deal Planning

    How fast (or slow) will Richard move?

  • They can take decisions very fast if you manage to convince them.
  • Can Richard take some risk or not?

  • The risks don’t matter much to them.

You And Richard

Personality Compatibility


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