Scott Lenahan

Enthusiast
DISC Type : i

Senior Sales Consultant at NIIT

Chesterfield, Missouri, United States

Overview

Scott is a senior sales leader with a track record of negotiating large, complex deals, notably closing $14. 8 million in new revenue in one fiscal year at Accenture. With a background at IBM and NIIT, he has deep expertise in AI, cloud adoption, and sales team development. He holds an MBA from DePauls Driehaus College of Business.

Based on his work and education in the Midwest, particularly Chicago, he likely follows the local sports scene. He attended Villanova University for his undergraduate degree, which is known for its competitive athletics program. His professional interests include emerging technologies like distributed cloud services.

He has been described by colleagues as a "managerial mentor. "

Personality Overview

Consensus Focused

Non-Confrontational

Amiable & Agreeable

They are more about building relationships than just cutting deals.  Unlike D or C types, they are convinced more by stories and testimonials. They agree with others often, so exercise caution when relying on their word.

Topics They Care About

Complex Deal Negotiation
His role at Accenture involved consulting with clients to negotiate large and complex deals across all service lines.
AI & Cloud Adoption
At IBM, he specialized in Watson, Watson Cloud Platform, AI, and Blockchain, leading cloud adoption for clients.
Salesforce Development
As a Senior Sales Consultant at NIIT, he was responsible for leading the training and development of the Ricoh sales force to enhance their software and services sales skills.

Media Appearances

Scott has no verified media appearances

Work History

5-2023
Senior Sales Consultant at NIIT
8-2021 - 2-2023
Senior Sales Capture at Accenture
11-2019 - 8-2021
Client Executive at IBM
9-2015 - 10-2019
Watson & Cloud Platform at IBM
11-2014 - 9-2015
Account Executive at Oakwood Systems Group

Education

1999 - 2002
Master of Business Administration (M.B.A.) from DePaul Driehaus College of Business
1991 - 1995
Bachelor of Science (B.S.) from Villanova University

More Information

Social Presence :

Prographics :

Exp : 12 Location : Chesterfield, Missouri, United States Job Level : Mid-senior Designation : Senior Sales Consultant at NIIT
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Insights For Selling To Scott

During A Call Or A Meeting

DO's

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

DONT's

  • Don’t be excessively objective, be like a storyteller with them
  • Don’t be too formal with them, they trust informality more
  • 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

  • Relationships and rapport matter to them, but so does the value of the product.
  • Will you ever get a clear answer from Scott

  • They probably won't say no directly.


Insights For Deal Planning

    How fast (or slow) will Scott move?

  • They are not the ones to make fast decisions, even while they stay committed.
  • Can Scott take some risk or not?

  • If it seems really necessary, they can take small risks.

You And Scott

Personality Compatibility


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