Sami Istephan

Commander
DISC Type : D

Vice President Global Alliances & Head of Digital Partnerships at BAE Systems Digital Intelligence

United Kingdom

Overview

Sami Istephan is a strategic, sales-oriented business leader and the Vice President of Global Alliances at BAE Systems Digital Intelligence. With over 20 years of experience, he specializes in transforming businesses by developing technology solutions and sales frameworks through partnerships. He holds an MBA from The University of Huddersfield and is described as inspirational, collaborative, and commercially strong.

Outside of his corporate role, Sami is passionate about mentorship and community support. He volunteers as a mentor for the Greater Manchester Business Growth Hub, where he supports local business leaders. He also shows a keen interest in the future of science and innovation, attending relevant industry conferences to stay informed.

He is contributing to a panel discussion at the ASAP European Alliance Summit on driving growth in the ecosystem economy.

Personality Overview

Decisive

Risk-Taker

Very Quick

They like to act fast and expect others to do the same.  They are very proud of what they do. They are not focused on building rapport and relationships.

Topics They Care About

Strategic Alliances
His entire career, including current and past senior roles at BAE Systems, Vodafone, and Scandit, has focused on building and leading strategic partnerships and alliances.
Ecosystem Growth
He is a panelist at the ASAP European Alliance Summit, speaking on "Driving Growth in the Ecosystem Economy", showing a focus on collaborative market expansion.
Channel Development
A core part of his expertise is creating and developing partner and channel plans to accelerate business growth, as demonstrated in his previous roles.

Media Appearances

Sami has no verified media appearances

Work History

8-2022
Vice President Global Alliances & Head of Digital Partnerships at BAE Systems Digital Intelligence
1-2021
Vice President Global Alliances at BAE Systems Digital Intelligence
3-2019 - 4-2020
Global Director of Partnerships at Scandit
7-2018 - 2-2019
Founding Partner at ChannelGuru
4-2017 - 4-2018
Senior Director & Head of Alliances & System Integrators at Vodafone

Education

1992 - 1994
Master of Business Administration (MBA) from The University of Huddersfield
1988 - 1991
BA (Hons) from De Montfort University

More Information

Social Presence :

Prographics :

Exp : 15 Location : United Kingdom Job Level : Senior Designation : Vice President Global Alliances & Head of Digital Partnerships at BAE Systems Digital Intelligence
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Insights For Selling To Sami

During A Call Or A Meeting

DO's

  • Be respectful but crisp
  • Help them weigh the risks by sharing objective proof points without becoming too analytical
  • Objectively showcase the impact that your product creates

DONT's

  • Avoid being too verbose
  • Do not spend too much time focusing on product tech or features
  • Don’t focus on process and rules, give the impression of being a ‘gets it done’ person

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Sami is

  • Conviction around the impact matters the most to them, followed by a sense of achievement and ROI.
  • Will you ever get a clear answer from Sami

  • If they are not convinced, they will say no without any hesitation.

Insights For Deal Planning

    How fast (or slow) will Sami move?

  • They can take decisions very fast if you manage to convince them.
  • Can Sami take some risk or not?

  • The risks don’t matter much to them.

You And Sami

Personality Compatibility


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