Michael Koenig

Commander
DISC Type : D

Client Director, Global Technology at Dun & Bradstreet

Manhattan Beach, California, United States

Overview

Michael Koenig is a results-driven sales leader with extensive experience aligning disruptive technologies in AI, Cloud, and Data with business value for Fortune 1000 companies. Currently a Client Director at Dun & Bradstreet, he has held leadership roles at IBM, Eightfold, and Gartner. He holds a Bachelors degree from Hobart and William Smith Colleges.

Beyond his corporate career, Michael has a strong athletic background as a former college football player. He is also described as a great mentor and natural leader by his colleagues, consistently ranking in the top tier of performers throughout his extensive career in technology sales.

Unique fact: Michael was the captain of the Hobart College football team, where he was a running back and received an award for outstanding leadership and sportsmanship.

Personality Overview

Risk-Taker

Decisive

Strong-Willed

They are very proud of what they do.  They like to act fast and expect others to do the same. They like to be in a position where they can control the conversation and terms.

Topics They Care About

Talent Transformation
His leadership roles at IBM Watson and Eightfold AI focused on using AI and technology to help organizations attract, develop, and retain top talent.
Disruptive Technologies
His career has been focused on sales leadership for AI, Data Center, Cloud, and IT Services, helping companies leverage technology for business growth.
Data & Business Insights
His current role at Dun & Bradstreet and previous experience at Gartner emphasize delivering insights to transform customer, partner, and supplier relationships.

Media Appearances

Michael has no verified media appearances

Work History

2-2023 - 3-2025
Client Director, Global Technology at Dun & Bradstreet
9-2021 - 11-2022
Director Global SI's at Eightfold
9-2019 - 3-2021
Associate Partner, Talent & Transformation at IBM
1-2018 - 8-2019
Worldwide Leader Watson (A.I.) for Talent at IBM
2-2007 - 1-2017
Regional Vice President & North American Sales Leader - High Tech & Telecom at Gartner

Education

Bachelor's degree from Hobart and William Smith Colleges
Education details unavailable from Darien High School

More Information

Social Presence :

Prographics :

Exp : N/A Location : Manhattan Beach, California, United States Job Level : N/A Designation : Client Director, Global Technology at Dun & Bradstreet
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Insights For Selling To Michael

During A Call Or A Meeting

DO's

  • When negotiating terms, help them build an impression that they are the ones calling the shots
  • Speak about competitive differentiation that your product offers
  • Objectively showcase the impact that your product creates

DONT's

  • Avoid being too verbose
  • Avoid being a storyteller and don’t try to oversell
  • Don't try too hard to forge relationships with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Michael is

  • Confidence in impact is paramount to them, followed by a sense of achievement and ROI.
  • Will you ever get a clear answer from Michael

  • If they decide not to go ahead, they will say no without hesitation.

Insights For Deal Planning

    How fast (or slow) will Michael move?

  • They can take decisions very fast if you manage to convince them.
  • Can Michael take some risk or not?

  • The risks don’t matter much to them.

You And Michael

Personality Compatibility


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