Russ Kogut

Enigma
DISC Type : dic

Engagement Delivery Director at Salesforce

New York City Metropolitan Area, United States

Overview

Russ Kogut is an Engagement Delivery Director at Salesforce, focused on ensuring customer success through the leadership of complex, global consulting engagements. His career includes senior roles at ServiceNow and BMC Software, consistently centered on successful project delivery and implementation. He holds a Bachelors degree from Brooklyn College and multiple Salesforce certifications.

Outside of his professional life, Russ has a connection to the South Florida area, having searched for a second home in Sunny Isles Beach. He appreciates a high level of professional service and attentiveness, as shown in a testimonial he provided for a real estate firm.

People who have worked with Russ often describe him as collaborative, calm, professional, and helpful, particularly highlighting his leadership during high-pressure situations.

Personality Overview

Hard To Convince

Friendly Yet Blunt

Fast Follower

They are likely to ask many questions and look heavily for supporting proof as well as information.  They can sound friendly and charming but can quickly change gears to become inquisitive and probing  They are generally strong communicators and are not easy to convince.

Topics They Care About

Customer Success
A core focus of his current director-level role at Salesforce is leading service engagements that emphasize customer success and build trusted advisor relationships.
Global Project Delivery
His experience at Salesforce, ServiceNow, and BMC Software consistently involves leading and managing multi-global consulting engagements to successful completion.
IT Service Management
His extensive background at ITSM-focused companies like ServiceNow and BMC Software indicates deep expertise in this area. Recommendations also mention large ITSM implementations.

Media Appearances

Russ has no verified media appearances

Work History

3-2016
Engagement Delivery Director at Salesforce
10-2015 - 3-2016
Senior Engagement Manager at ServiceNow
4-2012 - 10-2015
Senior Project Manager at BMC Software
3-2008 - 4-2012
Senior Consultant at BMC Software
8-2007 - 3-2008
Change & Collision Management and Operational Delivery Consultant at Standard & Poor's

Education

1991 - 1995
Bachelor’s Degree from Brooklyn College

More Information

Social Presence :

Prographics :

Exp : 21 Location : New York City Metropolitan Area, United States Job Level : Mid-senior Designation : Engagement Delivery Director at Salesforce
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Insights For Selling To Russ

During A Call Or A Meeting

DO's

  • Build rapport slwly without rushing, it will come handy to handle hard questions later
  • Leverage 'negging', or the art of asking negative questions like "you must not be convinced yet..."
  • Help them realize that any personal risk in making this decision is far less compared to what the results could mean for them

DONT's

  • Don’t brush off any concerns, take all questions seriously. They are easily deterred
  • Don’t be too objective but make sure to pad your storytelling with data points
  • Avoid long presentations and just 'high-level' value proposition, dive into the details

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Russ is

  • Proven value, strong objective evidence are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Russ

  • They are practical and friendly, but can give a clear response with a little prodding

Insights For Deal Planning

    How fast (or slow) will Russ move?

  • They like to be detailed, so unless they develop strong conviction, they can take their time to arrive at decisions
  • Can Russ take some risk or not?

  • They evaluate their decisions systematically and do not take risks that often, unless you can get them to develop strong conviction

You And Russ

Personality Compatibility


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