Michael Doerflinger

Critic
DISC Type : C

VP Information and Cyber Security at Exyte

Stuttgart Region, Germany

Overview

Michael has no verified overview

Personality Overview

Objective Thinker

Negotiator

Precise

They like to do things independently and don’t look for support from others.  Unless the value is proven by data, they are unlikely to value fancy features. It is very likely that they will negotiate pricing or other important terms.

Topics They Care About

Michael has no verified topics they care about

Media Appearances

Michael has no verified media appearances

Work History

9-2025
VP Information and Cyber Security at Exyte
5-2023 - 8-2025
Director Cyber Security at Exyte
2-2021 - 2-2025
Adjunct Assistant Professor at University of Maryland Global Campus
8-2016 - 1-2021
Adjunct Instructor at University of Maryland Global Campus
1-2019 - 4-2023
Business Information Security Officer at McKesson Europe AG

Education

9-2022 - 2-2023
Executive CISO Program from Carnegie Mellon University - Heinz College of Information Systems and Public Policy
2010 - 2012
Master’s Degree from George Mason University

More Information

Social Presence :

Prographics :

Exp : 11 Location : Stuttgart Region, Germany Job Level : Senior Designation : VP Information and Cyber Security at Exyte
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Insights For Selling To Michael

During A Call Or A Meeting

DO's

  • Use phrases like ‘expect X% improvement’, ‘data clearly shows’ etc.
  • Leverage facts and figures wherever possible; use percentages, numbers etc.
  • Be ready for penetrating questions and critical examination of your pitch

DONT's

  • Don’t try to give too many examples of other users, they like to make their own decisions
  • Make extra effort to not seem pushy or confrontational
  • Don’t rush them till they have clearly gotten all the necessary information

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Michael is

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

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

Insights For Deal Planning

    How fast (or slow) will Michael move?

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

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

You And Michael

Personality Compatibility


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