Susan Massie

Enthusiast
DISC Type : i

Strategic Account Manager at C1

Minneapolis, Minnesota, United States

Overview

Susan is a results-oriented Strategic Account Manager at C1 with over 20 years of experience serving large enterprise clients. She specializes in customer experience, analytics, and IoT solutions. A University of Wisconsin-Eau Claire graduate, colleagues describe her as a "true professional" who excels at building partnerships.

She began her career as a Financial Analyst, developing compensation plans, before transitioning into a highly successful, award-winning sales role.

Personality Overview

Amiable & Agreeable

Story Driven

Non-Confrontational

Unlike D or C types, they are convinced more by stories and testimonials.  They are generally friendly, so be careful when relying on their word. They prefer to build relationships rather than staying totally transactional.

Topics They Care About

Customer Experience
Her profile highlights a successful history of working with large enterprise customers on Contact Center, Customer Experience, and Analytics solutions to exceed their expectations.
Building Partnerships
Described by colleagues as a "true professional, " her business strategy is to consult, become a trusted advisor, and provide superior customer service to build long-term relationships.
Financial ROI
Her background as a Financial Analyst gives her an advantage in developing solid business cases and preparing ROI/TCO analyses to prove a solution's value.

Media Appearances

Susan has no verified media appearances

Work History

11-2005
Strategic Account Manager at C1
4-1998 - 10-2005
Strategic Account Manager at Avaya
11-1996 - 4-1998
Account Manager at Fujitsu Business Systems
1-1992 - 11-1996
Senior Sales Representative at Dataserv
5-1990 - 12-1992
Financial Analyst & Compensation Analyst at Dataserv

Education

1983 - 1988
BS from University of Wisconsin-Eau Claire
Education details unavailable from Flambeau High School

More Information

Social Presence :

Prographics :

Exp : 35 Location : Minneapolis, Minnesota, United States Job Level : Middle Designation : Strategic Account Manager at C1
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Insights For Selling To Susan

During A Call Or A Meeting

DO's

  • Maintain high, positive energy and convey confidence
  • Invite them for a lunch or a drink/coffee
  • Ask them how their day is going or exchange some other pleasantries

DONT's

  • Don’t ask too many questions in one go, weave them into the flow
  • Avoid overloading them with too much information
  • Don’t push them for a direct ‘no’, take lack of ‘yes’ as ‘no’ after some time

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Susan is

  • Relationship and rapport are valuable for them, but so is proven product value.
  • Will you ever get a clear answer from Susan

  • They will hardly ever say a direct no.

Insights For Deal Planning

    How fast (or slow) will Susan move?

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

  • They can take some low-probability risks if needed.

You And Susan

Personality Compatibility


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