Thomas Carsten

Wildcard
DISC Type : sci

Technical Director at Viasat

Scottsdale, Arizona, United States

Overview

Thomas has no verified overview

Personality Overview

ROI Driven

Friendly But Slow

Requires Proof

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

Topics They Care About

Thomas has no verified topics they care about

Media Appearances

Thomas has no verified media appearances

Work History

12-2024
Technical Director at Viasat
8-2024 - 12-2024
Chief Architect at Viasat
11-2019 - 8-2024
Hardware System Engineer at Viasat
4-2019 - 11-2019
Senior Engineering Manager at Raytheon
9-2016 - 4-2019
Manager III, Electrical Engineering at Raytheon

Education

2006 - 2010
Master's degree from Northeastern University
2002 - 2006
Bachelor of Science (BS) from University of Arizona

More Information

Social Presence :

Prographics :

Exp : 19 Location : Scottsdale, Arizona, United States Job Level : Mid-senior Designation : Technical Director at Viasat
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Insights For Selling To Thomas

During A Call Or A Meeting

DO's

  • Build rapport, it will come handy to handle hard questions later
  • Persuade objectively how your product will help them achieve their goals
  • Focus on immediate action-items rather than the larger goals

DONT's

  • Do not sound overly eager, modulate your energy levels especially if you are generally enthusiastic
  • Don’t overhype the product/pitch, keep it measured
  • 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 Thomas is

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

  • 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 Thomas move?

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

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

You And Thomas

Personality Compatibility


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