Shawn Abrams

Enigma
DISC Type : idc

VP; Lead Cybersecurity Operations at Morgan Stanley

Alpharetta, Georgia, United States

Overview

Shawn has no verified overview

Personality Overview

Fast Follower

Challenger

Persuasive & Assertive

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

Topics They Care About

Shawn has no verified topics they care about

Media Appearances

Shawn has no verified media appearances

Work History

11-2024
VP; Lead Cybersecurity Operations at Morgan Stanley
9-2018 - 8-2024
Senior Director, Global Change Management & Vulnerability Compliance at Equifax
10-2013 - 9-2018
Expert Release Manager at Nike
7-1998 - 10-2013
Vice President, Technology Project Solutions Manager at Bank of America

Education

Bachelor of Science - Information Systems from University of Phoenix

More Information

Social Presence :

Prographics :

Exp : 27 Location : Alpharetta, Georgia, United States Job Level : Senior Designation : VP; Lead Cybersecurity Operations at Morgan Stanley
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Insights For Selling To Shawn

During A Call Or A Meeting

DO's

  • Use phrases like ‘clear evidence’, ‘data-based results’ etc.
  • Leverage 'negging', or the art of asking negative questions like "you must not be convinced yet..."
  • Use a combination of data as well as stories for your pitch, a ppt might not be necessary

DONT's

  • Avoid long presentations and just 'high-level' value proposition, dive into the details
  • Avoid making offhand commitments, understand the root of their concerns first
  • Don’t rely excessively on your relationship with them to win the deal even if you come to form one

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Shawn is

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

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

Insights For Deal Planning

    How fast (or slow) will Shawn move?

  • They like to be detailed, so unless they develop strong conviction, they can take their time to arrive at decisions
  • Can Shawn 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 Shawn

Personality Compatibility


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