Ryan Schaffstall

Examiner
DISC Type : cs

Sales Director at Carahsoft

Reston, Virginia, United States

Overview

Ryan Schaffstall is the Sales Director at Carahsoft, where he leads the VMware by Broadcom team focused on State, Local, and Education (SLED) markets. He specializes in promoting advanced solutions like VMware Cloud Foundation to support government modernization, AI adoption, and cybersecurity. He holds a Bachelors Degree from George Mason University.

He is dedicated to bringing senior public sector leaders together to explore practical approaches to IT modernization, AI integration, and enhancing security frameworks.

Personality Overview

Process Oriented

Late Adopter

Overcautious

Being observant comes to them naturally.  They do not like taking risks at all and go for proven options in the end. The only way to convince them is by showing them examples and ample proof.

Topics They Care About

Public Sector IT
He frequently organizes executive roundtables and events for SLED leaders to discuss IT modernization, AI, and security for government and educational institutions.
VMware Solutions
As the director for the VMware team, he actively promotes technical demos and updates on products like VMware Cloud Foundation, Tanzu, and vDefend.
AI & Cybersecurity
Shares content on overcoming AI adoption barriers and addressing emerging threats like AI-driven cybercrime within the public sector.

Media Appearances

Ryan Schaffstall - Sales Director at Carahsoft | The Org. Featured in The Org

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Work History

12-2024
Sales Director at Carahsoft
4-2011 - 12-2024
VMware Team Manager State Local and Education at Carahsoft

Education

2004 - 2010
Bachelor’s Degree from George Mason University

More Information

Social Presence :

Prographics :

Exp : 15 Location : Reston, Virginia, United States Job Level : Mid-senior Designation : Sales Director at Carahsoft
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Insights For Selling To Ryan

During A Call Or A Meeting

DO's

  • Spend time addressing concerns around risk and change, they will have them even if they don't express them
  • Be firm in your communication and stay in control
  • Expect them to be vague in response to your questions, ask firmly and pointedly

DONT's

  • Don't use phrases like 'do not worry', 'i promise' etc.
  • Don't be very accepting if that is your natural style, stay firm
  • Avoid getting into storytelling mode, especially when they ask specific questions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Ryan is

  • Adoption by others is very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Ryan

  • They are unlikely to say no, it's better to stop yourself once you have exhausted all the options.

Insights For Deal Planning

    How fast (or slow) will Ryan move?

  • They don't like to hasten, so their speed of decision-making may be slow.
  • Can Ryan take some risk or not?

  • They have little willingness to take risks, and prefer making calculated decisions.

You And Ryan

Personality Compatibility


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