Tom Sorrentino, CPA

Evaluator
DISC Type : sdc

Corporate Controller at Pegasystems

Cambridge, Massachusetts, United States

Overview

Tom Sorrentino is the Corporate Controller at Pegasystems, where he has progressed through multiple finance roles over a decade. He began his career as a Senior Associate at PricewaterhouseCoopers, focusing on the technology sector. Tom holds both a B. S. in Management and a Masters in Accounting and Finance from Boston College.

As a long-time Boston-area professional and alumnus of Boston College, he likely follows local sports, including the Eagles and other professional Boston teams. He is passionate about building dynamic, collaborative teams within his finance organization and is focused on driving strategic automation initiatives.

He has a proven track record of loyalty and growth, having been promoted four times within Pegasystems to his current leadership role.

Personality Overview

Fast But Analytical

Quality Focused

Thorough Evaluator

They are not very likely to become strong advocates of your product or service  They focus on the results, but can still be quite procedural and analytical about how to get there They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical

Topics They Care About

Global Finance Operations
Directs corporate close activities and the consolidation of multi-national entities in his role as Corporate Controller.
Enterprise AI
He is actively promoting his company's major conference, PegaWorld, which has a significant focus on enterprise AI and legacy transformation.
ERP System Strategy
Has hands-on experience directing the implementation of a global SAP ERP system, including configuration for foreign currency and intercompany accounting.

Media Appearances

Tom has no verified media appearances

Work History

1-2015
Corporate Controller at Pegasystems
5-2013 - 12-2014
Assistant Corporate Controller at Pegasystems
8-2011 - 5-2013
Finance Business Partner, Products & Marketing at Pegasystems
9-2006 - 3-2010
Senior Associate at PricewaterhouseCoopers

Education

2001 - 2005
B.S. Management from Boston College

More Information

Social Presence :

Prographics :

Exp : 17 Location : Cambridge, Massachusetts, United States Job Level : N/A Designation : Corporate Controller at Pegasystems
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Insights For Selling To Tom

During A Call Or A Meeting

DO's

  • Showcase your competitive superiority clearly when possible or address it at the minimum
  • Be prepared for comments or questions that are critical of your product or your claims
  • Help them see both - the ‘big picture’ impact and the ROI of the investment

DONT's

  • Avoid too much small talk, just a few formal pleasantries should be fine
  • Don’t nudge them to do something by using the logic that others have done the same
  • Avoid self-deprecating references or general informality, it could decrease their trust in you

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Tom is

  • ROI matters the most to them, followed by process and finally proof of results
  • Will you ever get a clear answer from Tom

  • They might hesitate a little, but will go ahead and say no when necessary (or asked)

Insights For Deal Planning

    How fast (or slow) will Tom move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Tom take some risk or not?

  • They have relatively low risk-appetite and are not very likely to go for something unproven and risky

You And Tom

Personality Compatibility


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