Wallace Malheiros

Questioner
DISC Type : c

Vice President, Robotics Engineering at Tennant Company

Chanhassen, Minnesota, United States

Overview

Wallace has no verified overview

Personality Overview

Not Easily Convinced

Value Seeker

Cautious & Analytical

They are more likely than others to negotiate on pricing and terms.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

Wallace has no verified topics they care about

Media Appearances

Wallace has no verified media appearances

Work History

11-2025
Vice President, Robotics Engineering at Tennant Company
3-2023 - 1-2026
Sr. Director Product Engineering at Tennant Company
7-2020 - 3-2023
PMO Leader at Thermo King
10-2018 - 2-2021
Chief Engineer, NA at Thermo King
7-2017 - 10-2018
Director, Product Development at Thule Group

Education

2006 - 2008
MBA from Purdue University Northwest
2001 - 2003
Master’s Degree from USP - Universidade de São Paulo

More Information

Social Presence :

Prographics :

Exp : 20 Location : Chanhassen, Minnesota, United States Job Level : Senior Designation : Vice President, Robotics Engineering at Tennant Company
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Insights For Selling To Wallace

During A Call Or A Meeting

DO's

  • Back up any claims with data and numbers
  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Keep some extra margin in hand as they will likely negotiate the pricing

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Wallace is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Wallace

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Wallace move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Wallace take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Wallace

Personality Compatibility


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