Richard Toyser

Commander
DISC Type : D

OT Cyber Security Principal Sales Executive at Honeywell

Phoenix, Arizona, United States

Overview

Richard Toyser is a seasoned sales professional with over 25 years of experience in information security software/hardware and professional services. Currently an OT Cyber Security Principal Sales Executive at Honeywell, he excels in sales, operations, and new business development.

He is passionate about client retention and building high-performance sales teams, leveraging expertise in competitive analysis and relationship building. He also shows interest in industry developments through his social media activity.

Richard led North American sales at Claroty, achieving the largest single sale in company history and managing a $14 million pipeline during the pandemic.

Personality Overview

Candid & Clear

Very Quick

Risk-Taker

They respond better to strong and respectful interactions.  They are not focused on building rapport and relationships. They are very proud of what they do.

Topics They Care About

OT Cybersecurity
As a Principal Sales Executive in OT Cyber Security at Honeywell and former Director at SCADAfence and Claroty, he is deeply involved in industrial cybersecurity.
Sales Leadership
With over 25 years in sales and leadership roles like Sales Director, he focuses on achieving client retention and building productive sales teams.
Cloud Computing
His skills include cloud computing and he has expressed excitement about integrating SCADAfence into Honeywell Forge offerings, which often involve cloud solutions.

Media Appearances

Richard has no verified media appearances

Work History

9-2022
OT Cyber Security Principal Sales Executive at Honeywell
1-2022 - 9-2022
Director of Sales at SCADAfence - The OT & IoT Cybersecurity Company
9-2020 - 8-2021
Sales Director at Claroty
10-2019 - 8-2020
Named Account Manager at Fortinet
3-2018 - 7-2019
Senior Account Manager at Dell EMC

Education

1999 - 2000
Certificate from University of Advancing Technology
1985 - 1990
Engineering Technology from Triton College

More Information

Social Presence :

Prographics :

Exp : 34 Location : Phoenix, Arizona, United States Job Level : Senior Designation : OT Cyber Security Principal Sales Executive at Honeywell
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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

  • Don't try too hard to forge relationships with them
  • 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

  • Conviction around the impact matters the most to them, followed by a sense of achievement and ROI.
  • Will you ever get a clear answer from Richard

  • If they decide not to use your product, they will say no clearly.

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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