Stephen Roe

Questioner
DISC Type : c

Managing Director - Veterans Health Systems & Transformation Division at MITRE

Washington, District of Columbia, United States

Overview

Stephen has no verified overview

Personality Overview

Not Easily Convinced

Value Seeker

Systematic

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  They prefer to fully evaluate every situation. It is quite likely of them to ask for pricing or other concessions.

Topics They Care About

Stephen has no verified topics they care about

Media Appearances

Stephen has no verified media appearances

Work History

3-2020
Managing Director - Veterans Health Systems & Transformation Division at MITRE
1-2018 - 3-2020
Portfolio Manager (Senior Principal Systems Engineer) at MITRE
8-2017 - 1-2018
Project Lead (Principal Systems Engineer) at MITRE
9-2003 - 3-2004
Systems Engineer & Systems Architect at John J. McMullen Associates, Inc
1-2001 - 1-2002
Industrial Engineer at IBM

Education

2018 - 2020
Master of Business Administration - MBA from University of Virginia Darden School of Business
M.S. from The Johns Hopkins University

More Information

Social Presence :

Prographics :

Exp : 11 Location : Washington, District of Columbia, United States Job Level : Mid-senior Designation : Managing Director - Veterans Health Systems & Transformation Division at MITRE
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Insights For Selling To Stephen

During A Call Or A Meeting

DO's

  • If you have a lower priced product compared to the competition, call out the same
  • Back up any claims with data and numbers
  • Emphasize on objective proof of ROI, help them do a thorough evaluation

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Avoid rushing them, be polite and patient

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?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Stephen

Personality Compatibility


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