Stephen Sutherland

Examiner
DISC Type : cs

Managing Director at Deloitte

Mill Valley, California, United States

Overview

Stephen is a Managing Director in Deloittes Cyber Risk Services with over two decades of management consulting experience. He specializes in global ERP deployments, governance, risk, and compliance, holding both a BBA and MAcc from the University of Georgias Terry College of Business.

Based on his social media activity, Stephen appears to value a supportive work culture, particularly one that accommodates the needs of working parents. He shows pride in his organizations commitment to fostering future leaders and providing benefits that help employees thrive both personally and professionally.

He has deep expertise in navigating complex compliance frameworks like HIPAA and Sarbanes-Oxley, section 404.

Personality Overview

Unexpressive

Process Oriented

Tough To Convince

They are heavily focused on quality and prefer doing things the right way, even if it takes time.  Being observant comes to them naturally. They tend to have clarity about their needs and constraints, and are unlikely to over-promise.

Topics They Care About

Agentic AI Adoption
Shared recent reports on how Agentic AI is transforming digital labor and IT management, enabling a shift to higher-value work.
Ethical Governance
Posted about the importance of board engagement in managing ethical risks, sharing a Deloitte governance framework to address leadership gaps.
Work-Life Integration
Expressed pride in Deloitte's commitment to working parents, highlighting the positive impact of the firm's programs and benefits on his own experience.

Media Appearances

Stephen has no verified media appearances

Work History

5-2016
Managing Director at Deloitte
8-2014 - 5-2016
Director at Deloitte
4-2012 - 8-2014
Specialist Leader at Deloitte
7-1996 - 6-1997
Graduate Assistant at University of Georgia
9-1993 - 6-1995
Cooperative Student at Gulfstream Aerospace

Education

1996 - 1997
MAcc from University of Georgia - Terry College of Business
1993 - 1996
BBA from University of Georgia - Terry College of Business

More Information

Social Presence :

Prographics :

Exp : 16 Location : Mill Valley, California, United States Job Level : Mid-senior Designation : Managing Director at Deloitte
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Insights For Selling To Stephen

During A Call Or A Meeting

DO's

  • Ask them which other stakeholders would be important for this purchase decision
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them
  • First of all, focus on building their confidence by sharing examples, case studies etc.

DONT's

  • Don't rely on relationship building even if they act pleasantly
  • Avoid getting into storytelling mode, especially when they ask specific questions
  • Don't be very accepting if that is your natural style, stay firm

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Stephen is

  • Adoption by others is very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Stephen

  • They don’t say no often, they push out the decisions or keep going around in circles.

Insights For Deal Planning

    How fast (or slow) will Stephen move?

  • They don't like to hasten, so their speed of decision-making may be slow.
  • Can Stephen take some risk or not?

  • They have little willingness to take risks, and prefer making calculated decisions.

You And Stephen

Personality Compatibility


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