Alexander Kurz

Critic
DISC Type : C

Regional Sales Manager DACH, CEE, CIS & ME (GCC) at GatesAir

Vienna, Vienna, Austria

Overview

Alexander Kurz is a seasoned Regional Sales Manager at GatesAir with over 25 years of international experience in the broadcast, telecom, and consumer electronics industries. A graduate of Technische Universität Wien, he specializes in broadcast transmitters, OTT services, and IPTV solutions, managing sales across the DACH, CEE, CIS, and GCC regions.

Outside of his professional life, Alexander is a passionate advocate for mens health, actively participating in Movember and encouraging regular medical check-ups. He also enjoys live music and has been noted attending jazz concerts at the Vienna Concert House.

He is a member of a recognition program for the top 16% of sales staff worldwide.

Personality Overview

Negotiator

Objective Thinker

Critic

They are quite likely to negotiate on pricing or other key terms.  They prefer to do logical analysis and value evidence over emotions. They enjoy working alone and do not rely on others very often.

Topics They Care About

Broadcast Technology
Expert in broadcast transmitters (DAB/FM) and digital TV transitions (DVB-T2), frequently speaking on the future of broadcasting technology at industry events like IBC and CABSAT.
OTT & IPTV Solutions
His background includes leading business development for OTT platforms at Endeavor Streaming and selling IPTV and CableTV test solutions, showing deep knowledge in video content delivery.
International Sales
Has managed sales and business development across Europe, Asia, the Middle East, and CIS regions since 1995, building long-standing customer relationships.

Media Appearances

Alexander Kurz - GatesAir | OIV digital signals and networks. Featured in OIV (Croatian Institute for the Development of the Radio Industry)

See Now

Work History

1-2019
Regional Sales Manager DACH, CEE, CIS & ME (GCC) at GatesAir
2-2017 - 1-2019
Sales Consultant at Endeavor Streaming
4-2015 - 1-2017
Regional Sales Manager - Eastern Europe, Middle East & Africa at Sencore
9-2014 - 12-2014
Course participant at Akademikerzentrum Wien
4-2013 - 5-2014
Manager Sales, Europe / Business Development Manager at DTS, Inc.

Education

1985 - 1995
Dipl.Ing. from Technische Universität Wien
2014 - 2014
Project Management course (ongoing) from University of Graz

More Information

Social Presence :

Prographics :

Exp : 11 Location : Vienna, Vienna, Austria Job Level : Middle Designation : Regional Sales Manager DACH, CEE, CIS & ME (GCC) at GatesAir
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Insights For Selling To Alexander

During A Call Or A Meeting

DO's

  • Be ready for penetrating questions and critical examination of your pitch
  • Keep some extra margin while sharing pricing, they are likely to negotiate later
  • Tell them what ROI they can expect

DONT's

  • Avoid phrases like ‘trust me’, ‘others just love’ etc.
  • Don't give superficial answers, they are easily rattled by them
  • Don’t try too hard to build a relationship with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Alexander is

  • Strong evidence of ROI, effective pricing, and proven data points matter the most to them.
  • Will you ever get a clear answer from Alexander

  • It is not very hard for them to say no if they are not convinced about the decision.

Insights For Deal Planning

    How fast (or slow) will Alexander move?

  • They are neither the fastest nor the slowest decision makers, they are somewhere in the middle.
  • Can Alexander take some risk or not?

  • They can bear some risk if their analysis backs the decision.

You And Alexander

Personality Compatibility


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