Robert Hotaling

Visionary
DISC Type : Ds

Fractional CISO at Self-employed

Washington DC-Baltimore Area, United States

Overview

Robert has no verified overview

Personality Overview

Big Vision Person

Risk Tolerant

Fast But Thoughtful

They are very professional in their approach and can weigh multiple perspectives together.  They exhibit a rare combination of being result-oriented but patient at the same time. They might take some time to make their mind up but once they do, they don't change it easily.

Topics They Care About

Robert has no verified topics they care about

Media Appearances

Robert has no verified media appearances

Work History

4-2026
Fractional CISO at Self-employed
5-2017 - 1-2026
Chief Information Security Officer at North Payments/ North American Bancard - Merchant Services
Chief Information Security Officer at Cengage Learning (Formerly Thomson Learning/Reuters)
Exec. Director of Business Systems and Communications at Thomson Prometric Inc
Director Business System at Prometric

Education

MS from The Johns Hopkins University - Carey Business School
Bachelor of Science from Penn State University

More Information

Social Presence :

Prographics :

Exp : 8 Location : Washington DC-Baltimore Area, United States Job Level : Leadership Designation : Fractional CISO at Self-employed
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Insights For Selling To Robert

During A Call Or A Meeting

DO's

  • Come across as a trustworthy professional and be respectful, they usually know their game
  • Let them know of potential risks but suggest mitigation methods alongside
  • You can spend time on BANT (or other qualification methodology) but keep it to the point

DONT's

  • Don't get into pricing discussions early on, steer conversation towards proven results
  • Don't focus too much on mutual contacts or bother about other stakeholders, focus on them
  • Don't take their patience for granted, avoid long-winding sermons

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Robert is

  • Strong proof of impact and their conviction will matter the most, but they wouldn't want to act unilaterally either
  • Will you ever get a clear answer from Robert

  • They will say no if they are not convinced but you will have to prompt them.

Insights For Deal Planning

    How fast (or slow) will Robert move?

  • They will want to understand things well but can move fast once they have a clear picture.
  • Can Robert take some risk or not?

  • They have good risk tolerance but are likely to think it through once or twice.

You And Robert

Personality Compatibility


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