Thomas Malone

Inquirer
DISC Type : dc

VP of Sales - US Majors at Fortinet

New York City Metropolitan Area, United States

Overview

Thomas has no verified overview

Personality Overview

ROI Conscious

Upfront

Demanding

They respond well to confident salespeople.  They care equally about the product and its potential impact. They focus on objectivity in a pitch and pay little attention to bells and whistles.

Topics They Care About

Thomas has no verified topics they care about

Media Appearances

Thomas has no verified media appearances

Work History

4-2025
VP of Sales - US Majors at Fortinet
8-2023 - 3-2025
VP of Sales - Northeast US at Fortinet
7-2022 - 8-2023
Global Client Executive - Financial Services at Palo Alto Networks
1-2020 - 6-2022
Vice President - Financial Services at Fortinet
2-2019 - 1-2020
Major Account Manager - Financial Services at Fortinet

Education

1984 - 1988
BBA from Loyola University Maryland
1980 - 1984
Education details unavailable from The John Carroll School, Bel Air, MD

More Information

Social Presence :

Prographics :

Exp : 19 Location : New York City Metropolitan Area, United States Job Level : Senior Designation : VP of Sales - US Majors at Fortinet
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Insights For Selling To Thomas

During A Call Or A Meeting

DO's

  • Make sure that you you respond to any queries from them quickly
  • Ask them questions confidently while doing discovery, don’t be apologetic
  • Tell them that you are there to help them create visible impact within their organization

DONT's

  • Avoid long winding pitches, stay objective
  • Don’t expect them to change their mind quickly if they say no once
  • Don’t try to be an alpha salesperson, give them equal space

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Thomas is

  • Conviction in the product matters to them, followed by proof points and strong testimonials.
  • Will you ever get a clear answer from Thomas

  • They may not be very forthcoming, but they will say no if needed.

Insights For Deal Planning

    How fast (or slow) will Thomas move?

  • They are neither the fastest decision makers nor the slowest.
  • Can Thomas take some risk or not?

  • They can take risks but after weighing up the pros and cons.

You And Thomas

Personality Compatibility


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