Tom Charland

Initiator
DISC Type : Di

Senior Technical Account Manager at Insightly

Eugene, Oregon, United States

Overview

Tom is a Senior Technical Account Manager at Insightly with over a decade of experience in the SaaS industry, specializing in CRM architecture and automation. Colleagues describe him as dependable, creative, and collaborative. He holds Automation Pro I & II certifications and graduated from Platt College-San Diego.

He is passionate about the customer experience and highly values his professional relationships, expressing gratitude for his colleagues and clients. Tom is inspired daily by the people he works with and is dedicated to fostering a positive and innovative team environment.

Unique fact: Tom was the first US-based Customer Success hire for the Australian company IntelligenceBank, where he was instrumental in growing their North American business.

Personality Overview

Confident

Conviction Driven

Friendly Challenger

They don’t mind taking a stand if they believe in something.  They respond well to objective pitches but also attach some value to relationships. They measure a product on its merit but can be influenced by strong testimonials.

Topics They Care About

CRM & Automation
His core expertise involves designing advanced workflows using Workato and API integrations. He also holds multiple Automation Pro certifications.
Customer Success
His entire career path reflects a focus on the customer lifecycle, from onboarding to post-sale solutions and strategic account management.
Technical Onboarding
He has extensive experience leading technical onboarding and implementation for enterprise clients at both MindTouch and IntelligenceBank.

Media Appearances

Tom has no verified media appearances

Work History

2-2024
Senior Technical Account Manager at Insightly
6-2021 - 2-2024
Technical Account Manager at Insightly
11-2017 - 10-2020
Customer Success Manager at IntelligenceBank
9-2016 - 9-2017
Post-Sale Solutions Engineer at MindTouch
7-2015 - 9-2016
Sales Engineer at MindTouch

Education

2011 - 2013
Bachelor of Applied Science (B.A.S.) from Platt College-San Diego
2010 - 2011
Associate of Applied Science (A.A.S.) from Platt College-San Diego

More Information

Social Presence :

Prographics :

Exp : 12 Location : Eugene, Oregon, United States Job Level : Middle Designation : Senior Technical Account Manager at Insightly
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Insights For Selling To Tom

During A Call Or A Meeting

DO's

  • Get them to a point where they are ready to bat for your product internally
  • Acknowledge their status and position during the conversation
  • Clearly address the competitive aspects

DONT's

  • Don’t be very informal even if they are being so themselves
  • Don’t keep repeating the same information, it could make them impatient
  • Avoid focusing only on the product or its ROI, keep building trust subtly

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Tom is

  • Confidence in the product’s value is critical, followed by relationship and a sense of achievement.
  • Will you ever get a clear answer from Tom

  • They will not hesitate to say no if they do not develop conviction.

Insights For Deal Planning

    How fast (or slow) will Tom move?

  • If they develop confidence in your product and you, then they can make fast decisions.
  • Can Tom take some risk or not?

  • If necessary, they have the ability to take risky decisions.

You And Tom

Personality Compatibility


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