Will Valera

Pioneer
DISC Type : DIS

Senior Enterprise Account Executive at Starburst

San Francisco, California, United States

Overview

Will is a customer-obsessed Sr. Enterprise Account Executive, skilled in tech sales and positioning himself as a clients Trusted Advisor. He focuses on identifying true business value drivers and has a Sales Certification from Costigan Sales Training.

He has a positive and inclusive personality, wishing holiday greetings for Christmas, Hanukkah, and Kwanzaa. Will also shows an appreciation for classic 1980s comedies, referencing the movie "Trading Places" in his communications.

Unique fact: Will achieved an impressive 485% of his annual quota in FY2017, earning him the Oracle Club Excellence award.

Personality Overview

Driven But Considerate

Dynamic But Sincere

Friendly But Fast

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

Topics They Care About

Modern Data Architecture
Highlights customer successes using modern data lakehouse and data mesh architectures to accelerate query performance and reduce costs in his current role at Starburst.
Strategic Sales Value
His career focuses on being a "Trusted Advisor. " His experience at Databook involved using AI-powered intelligence platforms for Strategic Relationship Management (SRM).
Global Supply Chains
He has shown a keen interest in the complexities of the global supply chain, including global logistics, transportation, and the economic impact of tariffs.

Media Appearances

Will has no verified media appearances

Work History

7-2025
Senior Enterprise Account Executive at Starburst
9-2022 - 7-2025
Senior Client Partner at Databook
6-2021 - 9-2022
Enterprise Account Executive at Mendix
7-2020 - 6-2021
Senior Account Executive at Infor
7-2019 - 4-2020
Account Manager Enterprise Sales at Incorta

Education

6-1993 - 12-1995
Accredited from College of San Mateo
2016 - 2016
Sales Certification from Costigan Sales Training

More Information

Social Presence :

Prographics :

Exp : 6 Location : San Francisco, California, United States Job Level : Middle Designation : Senior Enterprise Account Executive at Starburst
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Insights For Selling To Will

During A Call Or A Meeting

DO's

  • Build a trustworthy relationship while keeping the product center-stage
  • Ask them for a lunch or coffee once some rapport has been established
  • Showcase existing customers and use case-studies to grab their attention

DONT's

  • Don’t hesitate from asking questions or pushing them, but take a formal approach
  • Avoid focusing only on the product or its ROI, keep building trust subtly
  • Don’t be too verbose or overly friendly; a little bit, however, is fine

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Will 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 Will

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

Insights For Deal Planning

    How fast (or slow) will Will move?

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

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

You And Will

Personality Compatibility


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