Frank J.

Critic
DISC Type : C

Manager IT Security & Compliance at SCHOTT

Mainz, Rhineland-Palatinate, Germany

Overview

Frank has no verified overview

Personality Overview

ROI Driven

Critic

Information Seeker

They choose to analyze logically and value facts to emotions.  It is very likely that they will negotiate pricing or other important terms. Unless the value is proven by data, they are unlikely to value fancy features.

Topics They Care About

Frank has no verified topics they care about

Media Appearances

Frank has no verified media appearances

Work History

9-2018
Manager IT Security & Compliance at SCHOTT
4-2015 - 8-2018
Head of Security Operation Center Tools @ IBM Deutschland AIS GmbH at IBM
10-2001 - 3-2015
Projektmanager, Servicemanager, SIEM at Lufthansa Systems
1-2000 - 9-2001
Projektmanager at Morse GmbH
9-1996 - 12-1999
Consultant at SerCon GmbH

Education

1989 - 1996
Diplom-Physik from Johannes Gutenberg University Mainz
1985 - 1988
Education details unavailable from Schott Glaswerke Mainz

More Information

Social Presence :

Prographics :

Exp : 29 Location : Mainz, Rhineland-Palatinate, Germany Job Level : Middle Designation : Manager IT Security & Compliance at SCHOTT
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Insights For Selling To Frank

During A Call Or A Meeting

DO's

  • Be ready to answer many clarity-seeking questions and requests for information
  • Leverage facts and figures wherever possible; use percentages, numbers etc.
  • Don’t forget to mention how you compare to competition on both features and pricing

DONT's

  • Don't give superficial answers, they are easily rattled by them
  • Make extra effort to not seem pushy or confrontational
  • Don’t try to give too many examples of other users, they like to make their own decisions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Frank is

  • Proven ROI, pricing and objective proof points are the factors that sway their decision.
  • Will you ever get a clear answer from Frank

  • They are comfortable saying no if they are convinced that it is the correct decision.

Insights For Deal Planning

    How fast (or slow) will Frank move?

  • Their decision-making is neither very fast nor very slow, they are somewhere in between.
  • Can Frank take some risk or not?

  • They can take risks if their analysis shows that it would be worth it.

You And Frank

Personality Compatibility


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