Scott Kai

Enthusiast
DISC Type : i

Solutions Architect at SentinelOne

San Jose, California, United States

Overview

Scott has no verified overview

Personality Overview

Story Driven

Amiable & Agreeable

Consensus Focused

Unlike D or C types, they are convinced more by stories and testimonials.  They are generally friendly, so be careful when relying on their word. They prefer to build relationships rather than staying totally transactional.

Topics They Care About

Scott has no verified topics they care about

Media Appearances

Scott has no verified media appearances

Work History

8-2016
Solutions Architect at SentinelOne
5-2015 - 8-2016
Sr. Systems Engineer at FireEye, Inc.
5-2011 - 5-2015
Engineer at Dell | SonicWall
11-2007 - 5-2011
Software Engineer at Dell | SonicWall

Education

1989 - 1992
EE from University of Hawaii at Manoa
Education details unavailable from Otis College of Art and Design

More Information

Social Presence :

Prographics :

Exp : 18 Location : San Jose, California, United States Job Level : Mid-senior Designation : Solutions Architect at SentinelOne
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Insights For Selling To Scott

During A Call Or A Meeting

DO's

  • Ask them how their day is going or exchange some other pleasantries
  • Give them the opportunity to lead the conversation where possible
  • Speak from experience about success that the product has seen with other customers

DONT's

  • Don’t ask too many questions in one go, weave them into the flow
  • Don’t be excessively objective, be like a storyteller with them
  • Don’t push them for a direct ‘no’, take lack of ‘yes’ as ‘no’ after some time

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Scott is

  • Relationship and rapport are valuable for them, but so is proven product value.
  • Will you ever get a clear answer from Scott

  • They will hardly ever say a direct no.

Insights For Deal Planning

    How fast (or slow) will Scott move?

  • Even when they are constantly engaged, they do not reach decisions quickly.
  • Can Scott take some risk or not?

  • They can take some low-probability risks if needed.

You And Scott

Personality Compatibility


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