Steve Harris

Questioner
DISC Type : c

Sales - Major Accounts at GitLab

Fleet, England, United Kingdom

Overview

Steve Harris is a seasoned sales professional at GitLab, specializing in major accounts. With over 20 years in technology sales at firms like Salesforce and Adobe, he excels in DevOps, DevSecOps, and CI/CD. Colleagues describe him as an "excellent communicator" with a "great understanding" of customer needs.

Outside of work, Steve is an entrepreneur with interests in business and macroeconomics, having successfully completed several personal ventures. He is also a passionate golf enthusiast, actively following major tournaments and sharing his excitement for the sport.

Unique fact: Steve has successfully managed personal entrepreneurial projects, including a recent property development venture.

Personality Overview

Cautious & Analytical

Systematic

Not Easily Convinced

They prefer to analyze every situation thoroughly.
  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

DevOps Transformation
Helps enterprise clients maximize their technology investments by aligning GitLab's DevOps, DevSecOps, and CI/CD solutions with their core business needs.
Enterprise Sales
Draws on 20+ years of experience and a MEDDIC certification to manage complex sales cycles and build relationships with major accounts.
Client Engagement
Actively participates in client events and on-site sessions with key customers like Kingfisher plc and SMBC Group to drive momentum and collaboration.

Media Appearances

Steve has no verified media appearances

Work History

8-2023
Sales - Major Accounts at GitLab
4-2019 - 5-2023
UK & Northern Europe Sales - DevOps for Salesforce at Copado
5-2017 - 4-2019
Enterprise Sales at KTSL
9-2015 - 5-2017
Enterprise Sales - Marketing Cloud at Salesforce
9-2014 - 9-2015
Enterprise Sales Adobe Digital Analytics at Adobe

Education

Education details unavailable from Tomlinscote School
HNC from Farnborough College of Technology

More Information

Social Presence :

Prographics :

Exp : 25 Location : Fleet, England, United Kingdom Job Level : N/A Designation : Sales - Major Accounts at GitLab
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Insights For Selling To Steve

During A Call Or A Meeting

DO's

  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Emphasise more on facts and measurable benefits
  • If you have a lower priced product compared to the competition, call out the same

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Avoid rushing them, be polite and patient
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Steve 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 Steve

  • 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 Steve move?

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

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


You And Steve

Personality Compatibility


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