Shujat Khan

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DISC Type : cd

Assistant Director - ITSM at BNSF Railway

Haslet, Texas, United States

Overview

Shujat Khan is an Assistant Director of ITSM at BNSF Railway, focusing on process-centric technology solutions. A certified ITIL Managing Professional, he specializes in enhancing system reliability and performance for critical railroad operations, drawing on his background from East Texas A&M University.

Based on his interests in major transportation companies like American Airlines and Toyota, Shujat appears to be drawn to large-scale logistics and operational efficiency in the aviation and automotive industries.

He established the foundational change and configuration management processes for BNSFs government-mandated Positive Train Control (PTC) safety system.

Personality Overview

Upfront

Judgemental

ROI Conscious

They care equally about the product and its potential impact.  They can be nudged to make faster decisions by offering what they value. They respond well to confident salespeople.

Topics They Care About

ITSM & ITIL
As a certified ITIL Managing Professional, he is focused on applying industry best practices and leadership models to solve complex operational challenges within IT.
Railroad Safety Systems
His career includes ensuring the reliability, performance, and compliance of the critical Positive Train Control (PTC) system, which is vital for railroad safety and efficiency.
Change Management
He has direct experience establishing change management policies and procedures from the ground up to align with government mandates and railroad-specific regulations.

Media Appearances

Shujat has no verified media appearances

Work History

6-2024
Assistant Director - ITSM at BNSF Railway
5-2018 - 6-2024
Manager II - Configuration Management at BNSF Railway
9-2015 - 5-2018
Manager I - Change Management - Positive Train Control at BNSF Railway
5-2012 - 11-2012
Business Systems Analyst at AIM Consulting Group
2-2007 - 3-2012
Enterprise Business Systems Analyst at Southern Company Gas

Education

2018 - 2019
Bachelor’s from East Texas A&M University
2007 - 2009
Associate of Arts (A.A.) from Waubonsee Community College

More Information

Social Presence :

Prographics :

Exp : 15 Location : Haslet, Texas, United States Job Level : Mid-senior Designation : Assistant Director - ITSM at BNSF Railway
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Insights For Selling To Shujat

During A Call Or A Meeting

DO's

  • Be crisp while making the pitch
  • Tell them that you are there to help them create visible impact within their organization
  • Make sure that they have the necessary authority, they could present false stature sometimes

DONT's

  • Do not give up if they are not convinced, try again with a different approach
  • Don’t try to be an alpha salesperson, give them equal space
  • Avoid repeating yourself or making generalizations

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Shujat is

  • Belief in the product plays an important role, followed by objective proof and testimonials.
  • Will you ever get a clear answer from Shujat

  • They may hesitate slightly, but if they are not convinced, they will say no.

Insights For Deal Planning

    How fast (or slow) will Shujat move?

  • Their decision making speed is somewhere in the middle.
  • Can Shujat take some risk or not?

  • They can take risks only after they have analyzed the advantages and disadvantages.

You And Shujat

Personality Compatibility


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