Tina Pappas

Questioner
DISC Type : c

Head, Discovery and Engagement Platforms @ MIT Libraries at Massachusetts Institute of Technology

New York City Metropolitan Area, United States

Overview

Tina has no verified overview

Personality Overview

Cautious & Analytical

Systematic

Value Seeker

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  They prefer to do thorough analysis of any situation. It is quite likely of them to ask for pricing or other concessions.

Topics They Care About

Tina has no verified topics they care about

Media Appearances

Tina has no verified media appearances

Work History

8-2021
Head, Discovery and Engagement Platforms @ MIT Libraries at Massachusetts Institute of Technology
7-2020 - 3-2024
Founder at ARIA
7-2019 - 6-2021
Associate Director, Innovation and Technology at Rutgers University - Newark
2012 - 6-2019
Assistant Director Of Information Technology at Rutgers University–New Brunswick
2008 - 2012
IT Manager at Rutgers University–New Brunswick

Education

9-2025 - 4-2026
Executive Leadership Academy from Educause
11-2025 - 12-2025
AI Leadership Academy from Next Leaders Fellowship

More Information

Social Presence :

Prographics :

Exp : 22 Location : New York City Metropolitan Area, United States Job Level : N/A Designation : Head, Discovery and Engagement Platforms @ MIT Libraries at Massachusetts Institute of Technology
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Insights For Selling To Tina

During A Call Or A Meeting

DO's

  • If you have a lower priced product compared to the competition, call out the same
  • Back up any claims with data and numbers
  • Keep some extra margin in hand as they will likely negotiate the pricing

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Avoid rushing them, be polite and patient
  • Don’t depend too much on anecdotal evidence, it reduces their confidence

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Tina is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Tina

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Tina move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Tina take some risk or not?

  • They can take some risk if they are confident that they have analyzed the circumstances well.


You And Tina

Personality Compatibility


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