Steve Mogul

Captain
DISC Type : DS

Regional Sales Director at Fortanix

New Albany, Ohio, United States

Overview

Steve Mogul is a Regional Sales Director at Fortanix, specializing in cryptography, encryption, and key management to protect enterprise data. A graduate of the University of Cincinnati with a BBA, he is described by colleagues as a "productively persistent, " "highly competent, " and "knowledgeable" sales professional with a history of adding value.

He demonstrated significant business foresight early in his career by identifying and quantifying the sales opportunity for dial-up access servers to ISPs at the start of the 1995 internet revolution.

Personality Overview

Consummate Professional

Long-Term Thinker

Dynamic But Sincere

They might take some time to make their mind up but once they do, they don't change it easily.  Reading between the lines and seeing beyond your words comes naturally to them. They are very professional in their approach and can weigh multiple perspectives together.

Topics They Care About

Data Cryptography
His entire career focuses on demystifying complex cryptography requirements, including encryption, key management, and HSMs, to protect data in cloud and on-premise environments.
Confidential AI
He actively promotes events like the "Confidential AI Summit, " indicating a professional focus on the critical need to secure data used in artificial intelligence workloads.
Channel Sales Strategy
He is recognized for his ability to transform sales channels, having previously turned a failing direct sales model into a successful one through strategic leadership.

Media Appearances

Steve has no verified media appearances

Work History

10-2022
Regional Sales Director at Fortanix
11-2020 - 10-2022
Regional Sales Manager Data Protection Solutions at Entrust
12-2018 - 11-2020
Regional Sales Manager at Entrust
4-2016 - 6-2019
Regional Sales Manager at Thales e-Security
4-2015 - 3-2016
Regional Sales Director at Watchful Software

Education

1975 - 1979
BBA from University of Cincinnati

More Information

Social Presence :

Prographics :

Exp : 41 Location : New Albany, Ohio, United States Job Level : Mid-senior Designation : Regional Sales Director at Fortanix
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Insights For Selling To Steve

During A Call Or A Meeting

DO's

  • Ask them at the end if they see a strong value prop in your product; expect an honest answer
  • Let them know of potential risks but suggest mitigation methods alongside
  • Stick to your standard pitch and qualifying script, don't try to wing it

DONT's

  • Don't take their patience for granted, avoid long-winding sermons
  • Avoid putting conscious effort into relationship-building
  • Don't get into pricing discussions early on, steer conversation towards proven results

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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