Shelley Westman

Captain
DISC Type : DS

Vice President, Business Development & Go to Market at Kyndryl

Bradenton, Florida, United States

Overview

Shelley Westman is the Vice President of Go-to-Market at Kyndryl, where she leads strategy for core enterprise solutions. A transformational leader with deep expertise in cybersecurity and business development, she is a licensed attorney who successfully transitioned from law to tech, with extensive experience from IBM and as a Partner at EY.

She is a passionate advocate for diversity, founding the "Women in Security Excelling" (WISE) group at IBM and serving as a member of Firstboard. io to promote boardroom diversity. A frequent public speaker on advancing women in STEM, she is based in the Raleigh, NC area and recently enjoyed a vacation in Banff.

Unique fact: Shelley began her career practicing civil litigation for five years before pivoting to technology and now considers herself a recovering lawyer.

Personality Overview

Planner & Achiever

Dynamic But Sincere

Decisive But Calm

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. They exhibit a rare combination of being result-oriented but patient at the same time.

Topics They Care About

Go-to-Market Strategy
Her current role as Vice President at Kyndryl is focused on leading go-to-market strategy for core enterprise and zCloud infrastructure services.
Cybersecurity Leadership
She has held multiple cybersecurity leadership roles, serves on the board of Trawl AI, and has been recognized as a leading woman in the field.
Women in Tech
She founded the "WISE" group for women in security at IBM and frequently speaks on the importance of diversity and inclusion in STEM fields.

Media Appearances

Shelley has no verified media appearances

Work History

10-2022
Vice President, Business Development & Go to Market at Kyndryl
6-2021
Member at Firstboard.io®
1-2021 - 12-2024
Board Member at Trawl AI
9-2020 - 10-2022
Sr. Enterprise Transformation Leader at Wolfspeed
12-2021 - 7-2022
Member Of The Board Of Advisors - Cybersecurity at Zeektek

Education

JD from University of North Carolina School of Law
BA from University of Massachusetts Amherst

More Information

Social Presence :

Prographics :

Exp : 4 Location : Bradenton, Florida, United States Job Level : Senior Designation : Vice President, Business Development & Go to Market at Kyndryl
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Insights For Selling To Shelley

During A Call Or A Meeting

DO's

  • Come across as a trustworthy professional and be respectful, they usually know their game
  • During followups, use phone or text if needed, they should be fine
  • Let them know of potential risks but suggest mitigation methods alongside

DONT's

  • Don't go over them unless you are left with no other option
  • Don't get into pricing discussions early on, steer conversation towards proven results
  • Don't focus too much on mutual contacts or bother about other stakeholders, focus on them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Shelley 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 Shelley

  • 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 Shelley move?

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

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

You And Shelley

Personality Compatibility


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