Roy Hammar

Evaluator
DISC Type : sdc

Healthcare Account Executive at SailPoint

Wichita, Kansas, United States

Overview

Roy has no verified overview

Personality Overview

Fast But Analytical

Hard To Convince

Quality Focused

They focus on the results, but can still be quite procedural and analytical about how to get there  They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical They are not very likely to become strong advocates of your product or service

Topics They Care About

Roy has no verified topics they care about

Media Appearances

Roy has no verified media appearances

Work History

8-2025
Healthcare Account Executive at SailPoint
8-2022 - 8-2025
Senior Sales Executive, Midwest Region at DSS, Inc.
10-2019 - 8-2022
Chief Client Engagement at DSS, Inc.
10-2004 - 4-2019
Director | Client Results Executive at Cerner Corporation

Education

Bachelor of Science - BS from The University of Kansas

More Information

Social Presence :

Prographics :

Exp : 21 Location : Wichita, Kansas, United States Job Level : N/A Designation : Healthcare Account Executive at SailPoint
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Insights For Selling To Roy

During A Call Or A Meeting

DO's

  • Be prepared for comments or questions that are critical of your product or your claims
  • Use phrases like ‘the ROI of this’, ‘X% more’ etc.
  • Help them weigh the risks by sharing objective proof points instead of anecdotes and examples

DONT's

  • Don’t nudge them to do something by using the logic that others have done the same
  • Avoid making strong statements, instead invite them to agree with you by asking them questions
  • Avoid inviting them for any social interactions until you have built some rapport with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Roy is

  • ROI matters the most to them, followed by process and finally proof of results
  • Will you ever get a clear answer from Roy

  • They might hesitate a little, but will go ahead and say no when necessary (or asked)

Insights For Deal Planning

    How fast (or slow) will Roy move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Roy take some risk or not?

  • They have relatively low risk-appetite and are not very likely to go for something unproven and risky

You And Roy

Personality Compatibility


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