Last year, I wrote about our Values Champions program: A peer-nominated, peer-selected program designed to celebrate employees who holistically live up to Sonatype’s Core Values.
Today, I am excited to share one of our winners’ stories with you. Watch Frank Tingle’s reveal video below:
Frank was named a Values Champion for creating a successful sales process, which he breaks down here. We discussed how Sonatype’s values relate to interactions with our customers and prospects, and some tips for new hires on living the values in our daily lives. From the value of cultural diversity to Frank’s grilling record, check it out below.
It’d be helpful to start with a little overview about yourself: Who you are and your role at Sonatype.
Guten morgen. Ich heiße Frank Tingle. That’s how I start most of my meetings.
My name is Frank Tingle, I’m the Solutions Architect team lead for the DACH and Nordic regions, which basically is all the cold places, or the places that don’t have good food… just kidding.
I cover the area north and east of France, going east all the way to the border of Russia, and all the way up to the Arctic Circle. We pretty much draw the line along the English Channel and the North Sea.
In terms of what my role is, I help manage and work with the pre-sales team to support our sales reps to position and sell our software solutions. From very, very large organizations (for example, governments and military) down to smaller shops (small, medium businesses), we facilitate two important activities for our prospects:
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Technical discovery
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Demonstrations based on technical discovery (proof of value)
Side note: We don’t do proof of concept – we do proof of value because there is no concept anymore. We are installed in (Read more...)
