Stephen Cottrell

Captain
DISC Type : SD

Director of Asia Pacific at Alation

Greater Melbourne Area, Australia

Overview

Stephen Cottrell is a customer-focused executive with over 30 years of IT experience across the Asia-Pacific region, currently serving as Director of Asia Pacific at Alation. A graduate of Bucknell University, he specializes in high-growth sales for SaaS, AI, and data governance. Colleagues describe him as exceptionally driven, passionate, collaborative, and reliable.

While at Princeton Softech, he single-handedly grew an annual business from $200K to over $6M in just fourteen months, leading to a successful acquisition by IBM.

Personality Overview

Long-Term Thinker

Consummate Professional

Dynamic But Sincere

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

AI Governance
Frequently posts using the #AIGovernance hashtag, indicating a strong professional focus on this emerging and critical area of data management.
APAC Market Expansion
Has a significant track record of driving high-multiple revenue growth and building teams across the Asia-Pacific & Japan region for several tech companies.
Servant Leadership
Identifies as an "Empowered Servant Leader" and publicly celebrates the achievements and awards of his team members.

Media Appearances

Stephen has no verified media appearances

Work History

3-2019
Director of Asia Pacific at Alation
8-2016 - 2-2019
Vice President of Asia Pacific at Sumo Logic
7-2014 - 8-2016
Managing Director Asia Pacific at Sumo Logic
9-2007 - 7-2014
Data Governance Business Unit Executive - Asia Pacific & Growth Markets for 2 Product Lines at IBM
1-2006 - 9-2007
Vice President Asia Pacific at Princeton Softech

Education

7-2012 - 8-2012
Industry Insights Program from Singapore Management University & Wharton School of Business
1985 - 1989
BA from Bucknell University

More Information

Social Presence :

Prographics :

Exp : 29 Location : Greater Melbourne Area, Australia Job Level : Mid-senior Designation : Director of Asia Pacific at Alation
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Insights For Selling To Stephen

During A Call Or A Meeting

DO's

  • You can spend time on BANT (or other qualification methodology) but keep it to the point
  • Use phrases like 'your team deserves', 'best in class' etc.
  • Suggest clear next steps with confidence, don't be vague or hesitant

DONT's

  • Avoid putting conscious effort into relationship-building
  • Don't take their patience for granted, avoid long-winding sermons
  • Don't get into pricing discussions early on, steer conversation towards proven results

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Stephen 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 Stephen

  • 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 Stephen move?

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

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

You And Stephen

Personality Compatibility


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