Michael Fontner

Activist
DISC Type : Cd

Head of global IT Security at Herrenknecht AG

Schwanau, Baden-Württemberg, Germany

Overview

Michael Fontner is the Head of Global IT Security at Herrenknecht AG, focusing on security strategy and effective business protection. A frequent speaker at industry events, he emphasizes the importance of the human factor in cybersecurity. He holds a unique educational background as a Chinese Translator from Johannes Gutenberg University Mainz.

Interesting fact: Michael is a university-educated Chinese translator, a distinctive background for a leader in global IT security.

Personality Overview

Value Conscious

Logical And Quick

Observative

They respond well to confident salespeople.  They can be nudged to make faster decisions by offering what they value. They don’t always try to control the conversation but neither do they like yielding it fully.

Topics They Care About

Human-Centric Security
His professional motto is "IT-Sec == 90% people 10% tools! " and he is slated to speak on "Leveraging the Human Factor for Effective Cyber Resilience. "
OT/ICS Security
He is a frequent speaker at manufacturing-focused cybersecurity summits, which aligns with his role at industrial equipment manufacturer Herrenknecht AG.
Agile Security
His past roles involved implementing Secure Software Development Life Cycles and driving agile transformation from a QA and security perspective.

Media Appearances

Michael has no verified media appearances

Work History

2-2023
Head of global IT Security at Herrenknecht AG
5-2021 - 2-2023
Senior Cloud Application Security Specialist at SAP
4-2020 - 5-2021
IT-Security Engineer - Application Security Manager at GRENKE AG
7-2019 - 4-2020
Security-QA / Application Security Management at GRENKE AG
7-2016 - 9-2019
Agile QA professional lead at GRENKE AG

Education

2000 - 2001
Certificate from Siemens Business Solutions
1998 - 2000
Übersetzer Chinesisch from Johannes Gutenberg University Mainz

More Information

Social Presence :

Prographics :

Exp : 24 Location : Schwanau, Baden-Württemberg, Germany Job Level : Mid-senior Designation : Head of global IT Security at Herrenknecht AG
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Insights For Selling To Michael

During A Call Or A Meeting

DO's

  • Refer to testimonials from others in similar positions
  • Make sure that they have the necessary authority, they could present false stature sometimes
  • Get to the point quickly instead of spending too much time on pleasantries

DONT's

  • Don’t try to be an alpha salesperson, give them equal space
  • Don't try too hard to get friendly, let it happen with time
  • Avoid repeating yourself or making generalizations

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Michael is

  • Confidence in the product plays an important role, followed by powerful testimonials.
  • Will you ever get a clear answer from Michael

  • They might hesitate a little, but they will say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Michael move?

  • They are neither the fastest decision makers nor the slowest.
  • Can Michael take some risk or not?

  • Once they have analyzed the pros and cons, they can take some risks.

You And Michael

Personality Compatibility


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