Rob McCaffrey

Enthusiast
DISC Type : i

North America Channel and OEM Partner Leader at Virtana

Santa Clara, California, United States

Overview

Rob McCaffrey is a versatile sales leader with over 25 years of experience in the networking field, currently leading North America Channel and OEM partnerships at Virtana. His expertise lies in driving business through direct and channel teams, with a background in technical sales at Dell EMC. People who have worked with him describe him as technical, reliable, and hands-on.

Based on his education at the University of the Pacific and his current companys location, he likely has strong ties to the Northern California area. His professional interests include major technology corporations like Hewlett Packard Enterprise and Intel Corporation, reflecting his deep engagement with the tech hardware and software ecosystem.

He holds both AWS Business Professional and AWS Cloud Economics certifications, showcasing a unique blend of technical cloud knowledge and commercial acumen.

Personality Overview

Consensus Focused

Non-Confrontational

Amiable & Agreeable

They are more about building relationships than just cutting deals.  Unlike D or C types, they are convinced more by stories and testimonials. They are generally friendly, so be careful when relying on their word.

Topics They Care About

Hybrid Cloud Solutions
His professional headline and current role at Virtana are focused on enabling partners to optimize hybrid cloud solutions for their customers.
Channel Partner Enablement
A core theme in his career, his roles at both Virtana and Dell EMC have centered on leading and developing channel partner strategies and sales.
IT Infrastructure Observability
He actively promotes Virtana's hybrid IT observability platform and attends industry events like the AI Infra Summit to discuss this topic.

Media Appearances

Rob has no verified media appearances

Work History

8-2019
North America Channel and OEM Partner Leader at Virtana
8-2017 - 8-2019
Regional Sales Director Networking, North America Channel Partners at Dell EMC
12-2013 - 8-2017
Director, Technical Sales at Dell EMC
4-2011 - 11-2013
Sales Director at IP Infusion
1-2010 - 4-2011
Network Solution Specialist at Dell

Education

1987 - 1990
Electrical and Electronics Engineering from University of the Pacific

More Information

Social Presence :

Prographics :

Exp : 16 Location : Santa Clara, California, United States Job Level : Mid-senior Designation : North America Channel and OEM Partner Leader at Virtana
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Insights For Selling To Rob

During A Call Or A Meeting

DO's

  • Give them the opportunity to lead the conversation where possible
  • Ask them how their day is going or exchange some other pleasantries
  • Refer to interesting customer testimonials and stress on great customer experience

DONT's

  • Don’t be excessively objective, be like a storyteller with them
  • Don’t be too formal with them, they trust informality more
  • Don’t push them for a direct ‘no’, take lack of ‘yes’ as ‘no’ after some time

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Rob is

  • Relationships and rapport matter to them, but so does the value of the product.
  • Will you ever get a clear answer from Rob

  • They will hardly ever say a direct no.

Insights For Deal Planning

    How fast (or slow) will Rob move?

  • Even when they are constantly engaged, they do not reach decisions quickly.
  • Can Rob take some risk or not?

  • If it seems really necessary, they can take small risks.

You And Rob

Personality Compatibility


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