Michael Kaae

Wildcard
DISC Type : isc

Senior Vice President International Sales at Motorola Solutions

Copenhagen, Capital Region of Denmark, Denmark

Overview

Michael Kaae is a highly motivated executive with over 20 years of experience in the critical communication and video security industry. As Senior Vice President of International Sales at Motorola Solutions, he focuses on go-to-market strategy and territory expansion. He is a Market Economist who studied at Lyngby Uddannelsescenter and Copenhagen Business College.

He has a proven ability to lead sales across diverse and expansive international markets, having previously held responsibility for Europe, Asia, the Middle East, and Africa.

Personality Overview

ROI Driven

Friendly But Slow

Curious But Skeptical

They are often friendly and nice, but can sometimes suprise you with their piercing questions  They typically tend to be late adopters even when they seem friendly and excited about what you have to sell They are unlikely to ever become strong champions even when the conversations are going well; you should focus on cultivating other champions

Topics They Care About

AI in Public Safety
Actively promotes Motorola Solutions' new AI-powered 'Assist Suites' for public safety, focusing on transforming data into verified intelligence to help first responders.
International Market Expansion
His career is defined by growing sales across international markets, with a proven track record of territory expansion and leading go-to-market strategy in diverse regions.
Critical Communications
Oversees the deployment of essential communication systems, such as TETRA radio networks for energy suppliers and nationwide body camera rollouts for police forces.

Media Appearances

Motorola Solutions appoints Michael Kaae as regional vice president of sales for Europe. Featured in CriticalComms

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Work History

10-2024
Senior Vice President International Sales at Motorola Solutions
7-2022 - 11-2024
Corporate Vice President Europe, Asia, Middle East & Africa at Motorola Solutions
1-2022 - 7-2022
Corporate Vice President at Motorola Solutions
7-2019 - 3-2022
Regional Vice President of Sales Europe at Motorola Solutions
4-2014 - 3-2022
Vice President MSSSI at Motorola Solutions

Education

1997 - 1999
Market Economist from Lyngby Uddannelsescenter
1996 - 1997
1 Year Business College from Copenhagen Business College

More Information

Social Presence :

Prographics :

Exp : 26 Location : Copenhagen, Capital Region of Denmark, Denmark Job Level : Leadership Designation : Senior Vice President International Sales at Motorola Solutions
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Insights For Selling To Michael

During A Call Or A Meeting

DO's

  • Be prepared for a lot of questions, answer them objectively
  • Invite them for a social do but don’t rely solely on the relationship
  • Use phrases like ‘clear proof that’, ‘data shows’ etc.

DONT's

  • Do not sound overly eager, modulate your energy levels especially if you are generally enthusiastic
  • Avoid phrases like ‘trust me’, ‘you will just love it’ 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 Michael is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Michael

  • They are likely to give you a clear answer without taking you around in circles. However, if you share a good relationship, they might not be so forthcoming.

Insights For Deal Planning

    How fast (or slow) will Michael move?

  • They like to perform full analysis and can take time to make any decision.
  • Can Michael take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Michael

Personality Compatibility


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