Tom M.

Energizer
DISC Type : I

Director Software Engineering at OPSWAT

Odessa, Florida, United States

Overview

Tom has no verified overview

Personality Overview

Imaginative

Enthusiastic

Informal

Unlike C or D types, they are vocal with their opinions but not so much with their questions.  They are not always early adopters but can be pursuaded by leveraging strong relationships. They are people oriented, friendly and like creating new connections.

Topics They Care About

Tom has no verified topics they care about

Media Appearances

Tom has no verified media appearances

Work History

3-2021
Director Software Engineering at OPSWAT
7-2013 - 7-2020
Sr Director of Engineering at NortonLifeLock
1-2007 - 7-2013
Director of Engineering at Symantec
6-2005 - 1-2007
Sr. Principal Engineer at Symantec
6-1998 - 6-2005
Enterprise Engineering Manager at Symantec

Education

1982 - 1990
Bachelor of Science (BS) from California State University, Northridge

More Information

Social Presence :

Prographics :

Exp : 32 Location : Odessa, Florida, United States Job Level : Mid-senior Designation : Director Software Engineering at OPSWAT
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Insights For Selling To Tom

During A Call Or A Meeting

DO's

  • Do some small talk, ask them how things are going on their side
  • Talk anecdotally about the customer experience that your product offers
  • Use adjectives like ‘amazing’, ‘coolest’, ‘unbelievable’ etc.

DONT's

  • Don’t push them to make a decision too fast, let them get comfortable first
  • Avoid cutting into their flow
  • 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 trust can be vital with them, sometimes more than anything else.
  • Will you ever get a clear answer from Tom

  • They are unlikely to 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 fastest decision makers, their friendly approach can give false positive signals.
  • Can Tom take some risk or not?

  • They may take certain risks that they deem unlikely of personal repercussions.

You And Tom

Personality Compatibility


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