Tom OBrion

Observer
DISC Type : ic

Director of Security Engineering at Unum

Portland, Maine, United States

Overview

Tom has no verified overview

Personality Overview

Curious

Assertive

Value Driven

They can sound friendly and charming but can quickly change gears to become inquisitive and probing.  They are generally strong communicators and are not easy to convince. They ask a lot of questions and rely heavily on information and collaterals.

Topics They Care About

Tom has no verified topics they care about

Media Appearances

Tom has no verified media appearances

Work History

5-2022
Director of Security Engineering at Unum
12-2018 - 6-2022
Director, Security, Risk and Resiliency, US at Unum
4-2004 - 6-2022
Senior Network Security Consultant at Unum
4-2010 - 6-2022
Appreciation Marketing at SOC at SendOutCards
8-2000 - 9-2002
Firewall Engineer at IBM

Education

1983 - 1984
Electro-Mechanical from Central Maine Vocational Technical Institution

More Information

Social Presence :

Prographics :

Exp : 23 Location : Portland, Maine, United States Job Level : Mid-senior Designation : Director of Security Engineering at Unum
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Insights For Selling To Tom

During A Call Or A Meeting

DO's

  • Use phrases like ‘clear proof that’, ‘data shows’ etc.
  • Help them understand the risk aspect fully while inspiring confidence
  • Persuade objectively how your product will help them achieve their goals

DONT's

  • Avoid making offhand commitments
  • Don’t rely excessively on your relationship with them to win the deal
  • 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 testimonials are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Tom

  • They are practical yet friendly, don’t expect a clear no very often.

Insights For Deal Planning

    How fast (or slow) will Tom move?

  • They like to analyze well and can take their time to reach any decisions.
  • Can Tom take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Tom

Personality Compatibility


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