Tom McKeown, MBA

Enigma
DISC Type : cdi

Director of Business Development at BRS (Business Resource Services)

United States

Overview

Tom is a seasoned sales leader with extensive experience in the financial services and compliance technology sectors. A graduate of Boston Universitys Questrom School of Business, he has a history of exceeding targets by building strong client relationships founded on trust. People who have worked with him describe him as a professional and a creative problem-solver.

Based on his time in Boston for his MBA, he may follow local college sports. He likely enjoys the competitive atmosphere and the community spirit that comes with supporting a team, using it as a way to connect with others outside of his professional network.

He is a multi-year winner of the prestigious Presidents Club award for top sales performance during his tenure at FIS.

Personality Overview

Persuasive & Assertive

Challenger

Friendly Yet Blunt

They are generally strong communicators and are not easy to convince.  They are likely to ask many questions and look heavily for supporting proof as well as information. They can sound friendly and charming but can quickly change gears to become inquisitive and probing

Topics They Care About

Compliance Technology
He has deep experience spearheading sales strategy for compliance technology solutions for top financial firms from his time at RegEd and FIS.
Revenue Generation
His professional focus is on maximizing revenue with minimal resource expenditure, a key theme in his career.
Building Client Relationships
He is recognized for building solid client rapport and trust, which he leverages to source effective solutions and ensure client retention.

Media Appearances

Tom has no verified media appearances

Work History

4-2025
Director of Business Development at BRS (Business Resource Services)
5-2022 - 3-2025
Senior Vice President of Sales at RegEd
1-2021 - 6-2022
Vice President of Sales, Capital Markets; Securities Processing, Derivatives & Tax at FIS
1-2019 - 1-2021
Vice President Sales, Risk, Compliance & Tax Solutions at FIS
6-2014 - 1-2019
Vice President of Sales, XSP Corporate Actions Solutions at FIS

Education

1992 - 1996
MBA from Questrom School of Business, Boston University
1985 - 1989
Bachelors from State University of New York at Fredonia

More Information

Social Presence :

Prographics :

Exp : 35 Location : United States Job Level : Mid-senior Designation : Director of Business Development at BRS (Business Resource Services)
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Insights For Selling To Tom

During A Call Or A Meeting

DO's

  • Be prepared for a mix of questions and inquisitiveness, answer them in the tone in which they have been asked
  • Help them realize that any personal risk in making this decision is far less compared to what the results could mean for them
  • Use a combination of data as well as stories for your pitch, a ppt might not be necessary

DONT's

  • Avoid making offhand commitments, understand the root of their concerns first
  • Don’t try to rush them into a decision, provide all necessary information first
  • Don’t be too objective but make sure to pad your storytelling with data points

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Tom is

  • Proven value, strong objective evidence are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Tom

  • They are practical and friendly, but can give a clear response with a little prodding

Insights For Deal Planning

    How fast (or slow) will Tom move?

  • They like to be detailed, so unless they develop strong conviction, they can take their time to arrive at decisions
  • Can Tom take some risk or not?

  • They evaluate their decisions systematically and do not take risks that often, unless you can get them to develop strong conviction

You And Tom

Personality Compatibility


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