Martin Ichouh

Researcher
DISC Type : Cs

Head of Procurement - IT Hardware & Security at SAP

Walldorf, Baden-Württemberg, Germany

Overview

Martin has no verified overview

Personality Overview

Soft Communicator

Self-Disciplined

Process Focused

Being observant comes to them naturally.  They are always well-planned and adopt a systematic approach. The only way to convince them is by showing them examples and ample proof.

Topics They Care About

Martin has no verified topics they care about

Media Appearances

Martin has no verified media appearances

Work History

5-2024
Head of Procurement - IT Hardware & Security at SAP
8-2021 - 5-2024
Category Manager Security Procurement at SAP
1-2020 - 8-2021
Procurement Specialist at SAP

Education

2016 - 2019
Bachelor of Arts - B.A. from Ludwigshafen University of Business and Society
2018 - 2018
Bachelor's degree from College of Charleston School of Business

More Information

Social Presence :

Prographics :

Exp : 6 Location : Walldorf, Baden-Württemberg, Germany Job Level : Mid-senior Designation : Head of Procurement - IT Hardware & Security at SAP
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Insights For Selling To Martin

During A Call Or A Meeting

DO's

  • Use phrases like 'results based on data', 'measurable proof', 'X% growth' etc.
  • Preferably use email to follow up with them instead of phone or Linkedin, engage by asking question or opinions
  • Share a one-off customer success story but keeps the focus on highlighting objective, numerical results

DONT's

  • Avoid phrases like ‘trust me’, ‘you will just love it’ etc.
  • Don't ask them to move fast, let them take their time and digest all the information
  • Avoid emotional and informal language, stay objective and to the point instead

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Martin is

  • Proof of usage by others in the industry, case studies showing ROI are likely to work the best with them.
  • Will you ever get a clear answer from Martin

  • Often, they don't say no, or keep going about it in circles.

Insights For Deal Planning

    How fast (or slow) will Martin move?

  • They are some of the slowest movers and take their time reaching decisions.
  • Can Martin take some risk or not?

  • They have very low acceptance of risk even if they do not say it directly.

You And Martin

Personality Compatibility


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