Stephen Ehikian

Questioner
DISC Type : c

Chief Executive Officer at C3 AI

San Francisco Bay Area, United States

Overview

Stephen has no verified overview

Personality Overview

Value Seeker

Cautious & Analytical

Price-Sensitive

It is quite likely of them to ask for pricing or other concessions.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

Stephen has no verified topics they care about

Media Appearances

Stephen has no verified media appearances

Work History

9-2025
Chief Executive Officer at C3 AI
1-2025 - 8-2025
Acting Administrator & Deputy Administrator at GSA
1-2018 - 11-2023
CEO & Co-Founder at Airkit.ai
9-2014 - 7-2017
VP of Product at Salesforce
7-2011 - 9-2014
COO/CFO at RelateIQ (Acquired by Salesforce)

Education

2009 - 2011
MBA from Stanford University Graduate School of Business
2000 - 2004
Mechanical Engineering from Yale University

More Information

Social Presence :

Prographics :

Exp : 12 Location : San Francisco Bay Area, United States Job Level : Leadership Designation : Chief Executive Officer at C3 AI

Interested in

Sports

Varsity Football

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Insights For Selling To Stephen

During A Call Or A Meeting

DO's

  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Back up any claims with data and numbers

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t overhype the product/pitch, keep it measured
  • Don’t try to be too friendly or informal with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Stephen is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Stephen

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Stephen move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Stephen take some risk or not?

  • They can take some risk if they are confident that they have analyzed the circumstances well.


You And Stephen

Personality Compatibility


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