Steven Utter

Wildcard
DISC Type : isc

Director, Cloud Infrastructure Engineering at Alarm.com

McLean, Virginia, United States

Overview

Steven has no verified overview

Personality Overview

Friendly But Slow

Requires Proof

Curious But Skeptical

They are unlikely to ever become strong champions even when the conversations are going well; you should focus on cultivating other champions  They typically tend to be late adopters even when they seem friendly and excited about what you have to sell They are often friendly and nice, but can sometimes suprise you with their piercing questions

Topics They Care About

Steven has no verified topics they care about

Media Appearances

Steven has no verified media appearances

Work History

4-2023
Director, Cloud Infrastructure Engineering at Alarm.com
7-2014 - 4-2023
Senior Manager, Cloud Systems at Alarm.com
6-2018 - 10-2020
Manager, Cloud Systems at Alarm.com
5-2012
Team Lead, Systems Engineering at General Dynamics Information Technology

Education

Steven has no verified education history

More Information

Social Presence :

Prographics :

Exp : 11 Location : McLean, Virginia, United States Job Level : Mid-senior Designation : Director, Cloud Infrastructure Engineering at Alarm.com
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Insights For Selling To Steven

During A Call Or A Meeting

DO's

  • Focus on immediate action-items rather than the larger goals
  • Help them understand the risk aspect fully while inspiring confidence
  • Ask them questions to understand their needs better while staying affable

DONT's

  • Avoid phrases like ‘trust me’, ‘you will just love it’ etc.
  • Don't ask them to move fast, let them take their time and digest all the information
  • Avoid winging it with them particularly, answer a question only if you know the answer well

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Steven is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Steven

  • They are likely to give you a clear answer without taking you around in circles. However, if you share a good relationship, they might not be so forthcoming.

Insights For Deal Planning

    How fast (or slow) will Steven move?

  • They like to perform full analysis and can take time to make any decision.
  • Can Steven take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Steven

Personality Compatibility


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