Tom Heckman

Energizer
DISC Type : I

SE Manager - Global Strategic Partners at Splunk

Alameda, California, United States

Overview

Tom Heckman is a Sales Engineering Leader at Splunk, specializing in device, IoT, and enterprise security. He leads the sales engineering team for global strategic alliances, translating complex technologies into clear solutions. Described by peers as highly capable and detailed, he holds degrees from the University of Arizona and The University of New Mexico.

Based on his education and listed interests, Tom likely maintains a connection to his alma mater, the University of Arizona. He may follow its collegiate sports teams, the Wildcats, continuing his engagement with the university community.

According to former colleagues, Tom has won numerous "#1 field engineer" and MVP awards throughout his career, showcasing consistent high performance.

Personality Overview

Imaginative

Full Of Energy

Informal

They are friendly, approachable and love to make new connections.  They are not always early adopters but can be pursuaded by leveraging strong relationships. They are really good at seeing what the long-term impacts of their decisions could be.

Topics They Care About

Global Strategic Alliances
He currently leads the Sales Engineering team at Splunk that is responsible for managing and growing the company's global strategic partnerships.
Device & IoT Security
His background includes extensive experience in IoT, enterprise mobility, and device security from his leadership roles at Mocana and Blue Cedar Networks.
Technical Sales Leadership
His career has focused on building and leading high-performing technical sales and solutions architecture teams at multiple security-focused companies.

Media Appearances

Tom has no verified media appearances

Work History

10-2016
SE Manager - Global Strategic Partners at Splunk
2-2016 - 10-2016
Sr. Director Sales Engineering at Blue Cedar Networks
8-2011 - 2-2016
Sr Director Solutions Architecture at Mocana Corporation
7-2009 - 8-2011
Lead Technical Account Manager / Solution Deployment Manager at BlackBerry
4-2004 - 7-2009
Solutions Architecture Lead at Certicom

Education

BS from University of Arizona
MS from The University of New Mexico

More Information

Social Presence :

Prographics :

Exp : 22 Location : Alameda, California, United States Job Level : Middle Designation : SE Manager - Global Strategic Partners at Splunk
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Insights For Selling To Tom

During A Call Or A Meeting

DO's

  • Use phrases like ‘people will love’, ‘massive impact’ etc.
  • Share some stories about how you you have helped people in similar positions succeed
  • Do some small talk, ask them how things are going on their side

DONT's

  • Don’t push them to make a decision too fast, let them get comfortable first
  • Don’t be too formal, focus on building comfort and trust
  • Avoid ifs and buts, don’t talk too much about the risks etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Tom is

  • Relationship and rapport can play an important role, sometimes more than the other factors.
  • Will you ever get a clear answer from Tom

  • They will probably never say no directly, you have to make that decision yourself.

Insights For Deal Planning

    How fast (or slow) will Tom move?

  • They are not the quickest decision makers, their friendly attitude could be misleading.
  • Can Tom take some risk or not?

  • They can take certain risks that are unlikely to have personal consequences.

You And Tom

Personality Compatibility


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