Tony Pape

Pioneer
DISC Type : ids

Account Executive at Nutanix

Columbus, Ohio, United States

Overview

Tony Pape is a Field Data Center Specialist at Dell Technologies, based in central Florida. He focuses on helping customers automate IT operations and modernize their infrastructure with solutions in storage, backups, and cloud technologies. He holds a Bachelor of Education from Bowling Green State University.

During his time at Bowling Green State University, Tony was a member of the Pi Kappa Alpha Fraternity. This experience in a social and philanthropic organization likely shaped his networking and community-building skills.

Unique fact: Before his career in technology, Tony oversaw the implementation of a $20 million coal processing plant.

Personality Overview

Driven But Considerate

Friendly But Fast

Decisive But Friendly

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) They combine a unique set of diverse traits where they are fast and friendly but can slow down to be thorough when needed

Topics They Care About

Data Center Modernization
His career at Dell has centered on specializing in storage, backups, disaster recovery, and building modern IT infrastructures for customers.
IT Automation
He is passionate about helping clients automate processes to reduce costs and drive revenue, a theme from his current role and past experience selling automation parts.
Hybrid Cloud
His previous role highlights expertise in public, private, and hybrid cloud solutions as a key area of focus for data center operations.

Media Appearances

Tony has no verified media appearances

Work History

11-2024
Account Executive at Nutanix
1-2022 - 11-2024
Field Data Center Specialist at Dell Technologies
8-2020 - 1-2022
Data Center Specialist- Acquisitions | TN & KY at Dell Technologies
8-2019 - 8-2020
Emerging Technologies Specialist at Dell Technologies
9-2018 - 8-2019
Project Coordinator at Cornerstone Minerals LLC

Education

2010 - 2015
Bachelor of Education - BEd from Bowling Green State University
Education details unavailable from Neuqua valley highschool

More Information

Social Presence :

Prographics :

Exp : 8 Location : Columbus, Ohio, United States Job Level : Middle Designation : Account Executive at Nutanix
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Insights For Selling To Tony

During A Call Or A Meeting

DO's

  • Ask them for a lunch or coffee once some rapport has been established
  • Build a trustworthy relationship while keeping the product center-stage
  • Use phrases like ‘your decision will’, ‘you will impact’ etc.

DONT's

  • Don't lean very heavily into providing too much information, sharing whitepapers etc.
  • Don’t be too verbose or overly friendly; a little bit, however, is fine
  • Avoid focusing only on the product or its ROI, keep building trust subtly

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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