Alexander Hannemann

Questioner
DISC Type : c

Director of Security Transformation at Springer Nature Group

Heidelberg, Baden-Württemberg, Germany

Overview

Alexander has no verified overview

Personality Overview

Not Easily Convinced

Cautious & Analytical

Value Seeker

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

Topics They Care About

Alexander has no verified topics they care about

Media Appearances

Alexander has no verified media appearances

Work History

1-2024
Director of Security Transformation at Springer Nature Group
7-2021
Senior Programme Manager Advanced Technologies at Springer Nature Group
10-2018 - 6-2021
Director Technical Product Owners at Springer Nature Group
4-2013 - 4-2014
Director Delivery Management at Unitymedia KabelBW GmbH
3-2013
Manager Delivery Managemenent (Information Technology) at Unitymedia KabelBW GmbH

Education

1996 - 1998
Doctor of Philosophy (Ph.D.) from The University of Bonn
1990 - 1995
Master’s Degree from The University of Bonn

More Information

Social Presence :

Prographics :

Exp : 14 Location : Heidelberg, Baden-Württemberg, Germany Job Level : Mid-senior Designation : Director of Security Transformation at Springer Nature Group
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Insights For Selling To Alexander

During A Call Or A Meeting

DO's

  • If you have a lower priced product compared to the competition, call out the same
  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Emphasize on objective proof of ROI, help them do a thorough evaluation

DONT's

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

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Alexander 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 Alexander

  • 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 Alexander move?

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

  • Can Alexander take some risk or not?

  • They can take risk if they are convinced that they have analyzed the circumstances well.


You And Alexander

Personality Compatibility


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