Johannes Koern

Questioner
DISC Type : c

Head of Technical Foundation Architecture (at Group CIO/CDO DB) at Deutsche Bahn

Frankfurt, Hesse, Germany

Overview

Johannes has no verified overview

Personality Overview

Price-Sensitive

Not Easily Convinced

Cautious & Analytical

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

Topics They Care About

Johannes has no verified topics they care about

Media Appearances

Johannes has no verified media appearances

Work History

8-2024
Head of Technical Foundation Architecture (at Group CIO/CDO DB) at Deutsche Bahn
7-2019 - 8-2024
Head of Information Security Strategy and Architecture at Deutsche Bahn
8-2018 - 6-2019
Manager Cyber Security Architecture at Deutsche Bahn
3-2014 - 7-2018
Sr. Product Manager Network- / ICT-Security at T-Systems
3-2014 - 9-2016
Executive Consultant / Business Development Manager - BU Cyber Security at T-Systems

Education

1993 - 1999
Dipl.-Ing. from Universität Siegen

More Information

Social Presence :

Prographics :

Exp : 24 Location : Frankfurt, Hesse, Germany Job Level : Mid-senior Designation : Head of Technical Foundation Architecture (at Group CIO/CDO DB) at Deutsche Bahn
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Insights For Selling To Johannes

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

  • Don’t try to be too friendly or informal with them
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Johannes is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Johannes

  • 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 Johannes move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Johannes take some risk or not?

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


You And Johannes

Personality Compatibility


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