Andreas Schmidt

Questioner
DISC Type : c

General Manager at OCLC GmbH Deutschland

Mannheim, Baden-Württemberg, Germany

Overview

Andreas Schmidt is the General Manager of OCLC GmbH in Germany, a position he has held since 2016. With over two decades in the IT industry, his expertise includes sales management and contract negotiation across the SaaS, eCommerce, and eLearning sectors. He holds a Masters degree from Bundeswehr University Munich.

Described as an open and clear communicator, Andreas values dialogue and collaboration to help partners navigate technological and societal changes. He prioritizes customer feedback, demonstrated by his decision to hold major company events in a virtual format based on the preferences of the library community he serves.

Unique fact: Andreas holds a graduate degree in aerospace engineering, a technical background that complements his extensive business and sales leadership career.

Personality Overview

Not Easily Convinced

Cautious & Analytical

Price-Sensitive

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  They prefer to fully evaluate every situation. They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

Library Technology
As the leader of OCLC Germany, he is focused on providing solutions for the challenges facing the library market in an era of technological change.
Sales Management
His career is built on senior sales leadership roles, including Director of Sales & Marketing at OCLC and VP of Sales at previous companies.
Corporate Governance
His professional background includes a focus on corporate governance and strategic business planning across international markets like the USA, Europe, and the Middle East.

Media Appearances

Andreas has no verified media appearances

Work History

7-2016
General Manager at OCLC GmbH Deutschland
8-2015 - 10-2016
Director Sales & Marketing D-A-CH at OCLC
1-2013 - 2015
Head of Division DSO at PSI AG
1-2010 - 12-2012
Regional Manager DACH at Blackboard
6-2006 - 12-2009
VP Sales EMEA at asknet AG

Education

1993 - 1996
Wirtschaftswissenschaften from FernUniversität in Hagen
1986 - 1990
Master from Bundeswehr University Munich

More Information

Social Presence :

Prographics :

Exp : 38 Location : Mannheim, Baden-Württemberg, Germany Job Level : Senior Designation : General Manager at OCLC GmbH Deutschland
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Insights For Selling To Andreas

During A Call Or A Meeting

DO's

  • Keep some extra margin in hand as they will likely negotiate the pricing
  • If you have a lower priced product compared to the competition, call out the same
  • 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 try to be too friendly or informal with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Andreas 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 Andreas

  • 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 Andreas move?

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

  • Can Andreas take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Andreas

Personality Compatibility


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