Steve Tchejeyan

Enthusiast
DISC Type : i

Chief Revenue Officer at Forescout Technologies Inc.

Alamo, California, United States

Overview

Steve Tchejeyan is the President of Island, bringing over 20 years of experience developing impactful go-to-market strategies for global cybersecurity organizations. He specializes in scaling businesses profitably and has a background in Business Economics from UC Santa Barbara and executive education from Harvard Business School.

He is passionate about leadership and believes the foundation of a successful business is a winning culture. He champions an environment that empowers everyone equally while maintaining a relentless focus on the customers needs and success.

Steve recently joined the Fast Company Impact Council to help shape the conversation around how AI is changing the future of enterprise work.

Personality Overview

Consensus Focused

Non-Confrontational

Optimistic

They are more about building relationships than just cutting deals.  They are generally friendly, so be careful when relying on their word. Unlike D or C types, they are convinced more by stories and testimonials.

Topics They Care About

Scaling GTM
His career focus is on developing and executing go-to-market strategies to take complex global cybersecurity and IT organizations to scale.
Building Company Culture
He explicitly states his belief that building a winning, empowering, and customer-obsessed culture is the key to building a successful business.
Enterprise Security
His entire career, including roles at Symantec, Forescout, and now Island, has been dedicated to the cybersecurity and privacy sectors.

Media Appearances

Steve has no verified media appearances

Work History

10-2020
Chief Revenue Officer at Forescout Technologies Inc.
2-2020
Operating Partner at Crosspoint Capital Partners
8-2016 - 1-2020
Senior Vice President, Americas Sales and Sales Operations at Symantec
1-2015 - 8-2016
Senior Vice President, Americas - North America and Latin America at Blue Coat Systems acquired by Symantec
1-2014 - 1-2015
Senior Vice President, U.S. Theater at Intel Security

Education

Business Economics from UC Santa Barbara

More Information

Social Presence :

Prographics :

Exp : 19 Location : Alamo, California, United States Job Level : Leadership Designation : Chief Revenue Officer at Forescout Technologies Inc.
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Insights For Selling To Steve

During A Call Or A Meeting

DO's

  • Give them the opportunity to lead the conversation where possible
  • Invite them for a lunch or a drink/coffee
  • Compliment them about their personality if you get a chance

DONT's

  • Don’t be excessively objective, be like a storyteller with them
  • Avoid overloading them with too much information
  • Don't be critical or challenge them openly, they can react defensively

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Steve is

  • Relationships and rapport matter to them, but so does the value of the product.
  • Will you ever get a clear answer from Steve

  • They will hardly ever say a direct no.

Insights For Deal Planning

    How fast (or slow) will Steve move?

  • Even when they are constantly engaged, they do not reach decisions quickly.
  • Can Steve take some risk or not?

  • If it seems really necessary, they can take small risks.

You And Steve

Personality Compatibility


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