Stephen Harcup

Examiner
DISC Type : cs

Sales Director, EMEA, Enterprise AI at SoundHound AI

United Kingdom

Overview

Stephen is a creative sales leader with 30 years of industry experience, including 15 years in Enterprise SaaS, currently serving as Sales Director for EMEA at SoundHound AI. He specializes in transformative technologies and building strong client partnerships to deliver meaningful outcomes. Colleagues describe him as personable, capable, focused, and determined.

Personality Overview

Overcautious

Tough To Convince

Unexpressive

The only way to convince them is by showing them examples and ample proof.  They tend to be clear about their needs and limitations and are unlikely to promise too much. They are heavily focused on quality and prefer doing things the right way, even if it takes time.

Topics They Care About

Agentic AI
His recent focus is on showcasing Amelia 7. 0, which he describes as a major shift in thinking about AI agents as autonomous actors in enterprise workflows.
Creative Sales
He is passionate about bringing creativity to the sales process, a core part of his professional philosophy for driving results and unlocking value for clients.
Transformative Technologies
His expertise lies in disruptive technologies and solutions, with a long history of working with innovative platforms in the enterprise SaaS and AI space.

Media Appearances

Stephen has no verified media appearances

Work History

1-2025
Sales Director, EMEA, Enterprise AI at SoundHound AI
8-2010 - 1-2025
Sales Director, EMEA at Amelia
11-2007 - 4-2010
Strategic outsourcing Exec. at Fujitsu Services
1-2003 - 11-2007
International Sales Director at Getronics (KPN)
1-2000 - 12-2002
Business Development Director at Micromuse Inc., (now IBM)

Education

1990 - 1993
BA (Hons) from De Montfort University
1978 - 1988
Education details unavailable from Dean Close School

More Information

Social Presence :

Prographics :

Exp : 25 Location : United Kingdom Job Level : Mid-senior Designation : Sales Director, EMEA, Enterprise AI at SoundHound AI
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Insights For Selling To Stephen

During A Call Or A Meeting

DO's

  • Expect them to be vague in response to your questions, ask firmly and pointedly
  • First of all, focus on building their confidence by sharing examples, case studies etc.
  • Ask them which other stakeholders would be important for this purchase decision

DONT's

  • Don't rely on relationship building even if they act pleasantly
  • Don't be very accepting if that is your natural style, stay firm
  • Don't use phrases like 'do not worry', 'i promise' etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Stephen is

  • For them, low risk and acceptance by others are very important, followed by proof of ROI.
  • Will you ever get a clear answer from Stephen

  • Often, they don't say no, or keep going about it in circles.

Insights For Deal Planning

    How fast (or slow) will Stephen move?

  • They do not like to take decisions in a hurry, so they could be slow in making their mind up.
  • Can Stephen take some risk or not?

  • They are low on risk-appetite and prefer to make informed decisions.

You And Stephen

Personality Compatibility


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