Shawn Kaplan

Visionary
DISC Type : Ds

Sales Director - NorthEast Region at Equinix

New York, New York, United States

Overview

Shawn Kaplan is an accomplished Sales Director for Equinixs NorthEast Region, specializing in financial technology. His career is marked by driving growth through expertise in low-latency market data and trading technologies at firms like Telx and Reuters. He holds a BS from Drexel University.

Outside of his primary role, Shawn is dedicated to continuous learning and leadership enhancement. He recently recertified his skills by completing a Blanchard leadership course, which he found to be a valuable refresher.

He has moderated industry panels and authored an article titled, "The Forecast from Wall Street: Clear with a Chance of Clouds. "

Personality Overview

Goal-Oriented

Big Vision Person

Risk Tolerant

Reading between the lines and seeing beyond your words comes naturally to them.  They might take some time to make their mind up but once they do, they don't change it easily. They are very professional in their approach and can weigh multiple perspectives together.

Topics They Care About

Hybrid Cloud & AI
He frequently posts about the future of IT architectures, specifically the intersection of hybrid-multi-cloud environments with AI and the role Equinix plays.
Financial Technology
His entire career has been focused on the financial services vertical, with deep experience in market data, trading platforms, and data center strategy for capital markets.
Data Interoperability
He shows interest in solving the challenges of data transport and interoperability, especially for emerging technologies like edge inferencing.

Media Appearances

Executive Moves: CoreSite, DRT, CoreLink, Telx. Featured in Data Center Knowledge

See Now

Work History

10-2013
Sales Director - NorthEast Region at Equinix
3-2012 - 10-2013
General Manager - Financial Services at Telx
9-2006 - 1-2012
Business Development: Marketing, Channel Partner Program & Sales at ACTIV Financial
3-1995 - 3-2006
Business Manager at Reuters
3-1991 - 3-1995
Product Manager / Alliance Manager at Telerate

Education

9-1984 - 6-1989
BS from Drexel University

More Information

Social Presence :

Prographics :

Exp : 34 Location : New York, New York, United States Job Level : Mid-senior Designation : Sales Director - NorthEast Region at Equinix
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Insights For Selling To Shawn

During A Call Or A Meeting

DO's

  • Use phrases like 'your team deserves', 'best in class' etc.
  • Stick to your standard pitch and qualifying script, don't try to wing it
  • During followups, use phone or text if needed, they should be fine

DONT's

  • Don't get into pricing discussions early on, steer conversation towards proven results
  • Don't take their patience for granted, avoid long-winding sermons
  • Don't go over them unless you are left with no other option

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Shawn is

  • Strong proof of impact and their conviction will matter the most, but they wouldn't want to act unilaterally either
  • Will you ever get a clear answer from Shawn

  • They will say no if they are not convinced but you will have to prompt them.

Insights For Deal Planning

    How fast (or slow) will Shawn move?

  • They will want to understand things well but can move fast once they have a clear picture.
  • Can Shawn take some risk or not?

  • They have good risk tolerance but are likely to think it through once or twice.

You And Shawn

Personality Compatibility


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