Employee spotlight: Kieran - Sales Leader, Relationship Builder

Employee spotlight: Kieran - Sales Leader, Relationship Builder

Dennis Mercier,

Our Employee Spotlight series highlights #LifeAtPega for team members around the globe. Meet Kieran, the Managing Director for Sales in the United Kingdom and Ireland, who has been with Pega since 2010. Kieran shares his thoughts on Pega, provides advice for those looking to advance their career in sales, and describes how the invention of the mobile phone saved him from being a poor planner.

What do you love about sales?

For me, I like the whole process of initiating something new and seeing it through to closure. As you go through this process, it’s like winning competitions - the excitement goes up and up. On top of that, I love that we get to solve some of the world’s largest business problems. When you win with stakes that high, it’s an unbelievable feeling.

Describe your career journey. What led you to Pega?

I’ve been in sales for 25 years now, 17 of which were with IBM working across many different types of roles, including sales management. I learned so much about sales there - the process, building relationships, managing others - but the reason I made the transition to Pega was because of our dedicated focus on the customer. It’s this customer focus that’s kept me here for nearly eight years.

What’s the most rewarding part of your job?

Hands down the most rewarding part of my job is seeing my team achieve success with our customers. I love supporting individuals, helping them evolve their own capabilities, and getting themselves to the next level.

What advice do you have for people looking to expand their career in sales?

Make sure to invest in, and hone, your storytelling skills. You need to be able to keep people interested and engaged. On top of that, learn to create value with insights and information. Make sure you’re constantly researching your industry, the companies you’re working with, and the people you’re looking to engage. Stay one step ahead of your customers and be prepared for whatever conversation comes your way.

What do you enjoy about Pega culture?

We constantly challenge one another to be better. This support from colleagues and drive for success is what I enjoy.

A strong work-life balance is important. What do you like to do outside of the office?

I like socializing and spending time with my family. Live music is a big thing for us, and I had the opportunity to spend some quality father-daughter time at a Coldplay concert this summer. We also took a family vacation to New England in August. The highlight for me was sailing on an America’s Cup yacht in Newport – and although the weather wasn’t the most desirable, the magnificent company on the trip made up for it.

In your lifetime, what do you think has been the most impactful piece of technology?

The mobile phone’s impact has been enormous – it has provided the ability to work from anywhere. Apart from that, it’s much easier to make plans now. For example, you don’t have to plan as much when you’re meeting someone. You can simply arrive, figure it out, and find everyone once you get there. This has been brilliant for me.

Since we’re into software, we have to ask – what’s your favorite smartphone app and why?

To be honest, I haven’t much time to enjoy any apps on my phone. However, I would say the most used for me currently is Twitter. I like seeing what’s trending, what the headlines are, and finding and reading stories.

Want to work with Kieran? We’re on a mission to connect, engage, and empower people. Visit Careers at Pega for a full listing of available opportunities around the globe, and follow us on Twitter, LinkedIn, and Glassdoor.

About the Author

Dennis Mercier is a digital marketing professional with a passion for connecting talented people with like-minded companies.