Tony O'Yang

Pioneer
DISC Type : DIS

Strategic ISVs at Amazon Web Services (AWS)

San Francisco Bay Area, United States

Overview

Tony is an enterprise sales leader at AWS with 20 years of experience in cloud IaaS and PaaS solutions. He holds an MBA from Santa Clara University and employs a "servant leadership" style to guide his teams. Colleagues describe him as sharp, quick-thinking, creative, and professional.

While pursuing his MBA, Tony founded the Entrepreneurs Connection club, a student-led organization designed to bring together students, faculty, and the venture community. His initiative and leadership on this project earned him the Deans Extraordinary Leadership Award.

Unique fact: He won the prestigious CEO Top Talent Award at CenturyLink, an honor reserved for the top 1% of the entire sales force.

Personality Overview

Driven But Considerate

Dynamic But Sincere

Decisive But Friendly

They combine a unique set of diverse traits where they are fast and friendly but can slow down to be thorough when needed  If they are convinced, they can become very strong champions for your product They have the unique ability to win both love and respect from their team (or outsiders)

Topics They Care About

Strategic Partnerships
His current role at AWS is focused on developing and managing relationships with Independent Software Vendors (ISVs) to drive mutual growth.
Sales Team Enablement
Employs a "servant leadership" philosophy, focusing on removing obstacles and providing deal coaching to help his team members succeed.
AI & Computer Vision
Serves as a Strategic Advisor to Deepen. ai, an AI and computer vision startup, indicating a strong interest in emerging technologies.

Media Appearances

Tony has no verified media appearances

Work History

11-2020
Strategic ISVs at Amazon Web Services (AWS)
9-2020
Strategic Advisor at Deepen AI
6-2019 - 5-2020
Vice President of Sales, US West at Masergy
5-2018 - 6-2019
Regional Vice President, Sales - West at vXchnge
Director of Sales - Western Region, ISV Vertical at CenturyLink (Formerly Savvis Inc.)

Education

2002 - 2004
Master of Business Administration (MBA) from Santa Clara University Leavey School of Business
1994 - 1998
Bachelor of Arts (B.A.) from UCLA

More Information

Social Presence :

Prographics :

Exp : 7 Location : San Francisco Bay Area, United States Job Level : Mid-senior Designation : Strategic ISVs at Amazon Web Services (AWS)
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Insights For Selling To Tony

During A Call Or A Meeting

DO's

  • Keep your pitch focused on the impact but nurture the relationship too
  • During followups, use calls or text if needed, they should be fine
  • Build a trustworthy relationship while keeping the product center-stage

DONT's

  • Avoid focusing only on the product or its ROI, keep building trust subtly
  • Don’t hesitate from asking questions or pushing them, but take a formal approach
  • Don’t be very informal during the early interactions even if they are being so themselves

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Tony is

  • Nothing less than a strong combination of proof of results, relationship and high levels of professionalism is effective with them.
  • Will you ever get a clear answer from Tony

  • They can say no while staying friendly, but can also be pursuaded to reconsider

Insights For Deal Planning

    How fast (or slow) will Tony move?

  • They are generally fast movers and can take quick decisions
  • Can Tony take some risk or not?

  • They have high risk-appetite but can get ahead of themselves once in a while. Observe carefully

You And Tony

Personality Compatibility


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