Steve Kempton

Visionary
DISC Type : Ds

VP of Growth, Americas at IDC

San Carlos, California, United States

Overview

Steve Kempton is the VP of Growth for the Americas at IDC, where he leads an international sales team focused on helping technology vendors succeed. With over a dozen years of experience, his expertise lies in sales leadership and developing go-to-market strategies.


Peers and clients consistently describe him as one of the smartest, classiest, and most effective sales leaders they have ever worked with.

Personality Overview

Fast But Thoughtful

Big Vision Person

Early Adopter

They exhibit a rare combination of being result-oriented but patient at the same time.  They are very professional in their approach and can weigh multiple perspectives together. They might take some time to make their mind up but once they do, they don't change it easily.

Topics They Care About

Client Growth
His current role is centered on driving client growth, acquiring new clients, and ensuring they receive maximum value from their investment with IDC.
Sales Leadership
He leads an international team of 18 sellers and one manager, with a strong emphasis on coaching and mentoring his team to identify new growth opportunities.
Go-to-Market Strategy
His experience includes crafting market entry strategies in collaboration with marketing and product leaders, particularly for targeting underutilized vertical markets.

Media Appearances

Steve has no verified media appearances

Work History

10-2023
VP of Growth, Americas at IDC
4-2020 - 9-2023
VP of Sales, Industries & Verticals at IDC
7-2013 - 3-2020
AVP, Industry & Verticals Sales - West at IDC
2-2012 - 7-2013
Account Executive, Commercial Sales at Salesforce.com
10-2002 - 2-2012
Director, Industry Accounts at IDC

Education

Steve has no verified education history

More Information

Social Presence :

Prographics :

Exp : 25 Location : San Carlos, California, United States Job Level : Senior Designation : VP of Growth, Americas at IDC
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Insights For Selling To Steve

During A Call Or A Meeting

DO's

  • Use phrases like 'your team deserves', 'best in class' etc.
  • Focus on the results that your product produces, expect some strategic questions in return
  • Let them know of potential risks but suggest mitigation methods alongside

DONT's

  • Don't take their patience for granted, avoid long-winding sermons
  • Don't focus too much on mutual contacts or bother about other stakeholders, focus on them
  • Don't shy away from asking hard questions, but be extra polite

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Steve is

  • Strong proof of impact and their conviction will matter the most, but they wouldn't want to act unilaterally either
  • Will you ever get a clear answer from Steve

  • They will say no if they are not convinced but you will have to prompt them.

Insights For Deal Planning

    How fast (or slow) will Steve move?

  • They will want to understand things well but can move fast once they have a clear picture.
  • Can Steve take some risk or not?

  • They have good risk tolerance but are likely to think it through once or twice.

You And Steve

Personality Compatibility


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