Michael Schnappinger

Questioner
DISC Type : c

Senior Director, Sales Engineering, EMEA at Illumio

Landsberg, Bavaria, Germany

Overview

Michael Schnappinger is a senior technology leader with over 15 years of experience, currently serving as the Senior Director of Sales Engineering for EMEA at Illumio. He specializes in bridging deep technical expertise in networking, AI, and security with commercial strategy. People who have worked with him describe him as passionate and an "out of the box" thinker.


He has participated in expert panel discussions and podcasts on topics such as security risks in DevOps and cloud networking announcements.

Personality Overview

Systematic

Not Easily Convinced

Value Seeker

They prefer to fully evaluate every situation.  They generally do not appreciate an overfriendly approach and prefer to stay to-the-point. It is quite likely of them to ask for pricing or other concessions.

Topics They Care About

Cybersecurity & Zero Trust
As a leader at Illumio, he is focused on Zero Trust Segmentation and preventing the lateral movement of attacks within networks, a frequent topic of his posts.
Sales Engineering Leadership
He has a long track record of leading and scaling sales engineering teams across EMEA for companies like Illumio, Alteryx, and VMware.
Go-to-Market Strategy
His role involves uniting technical and sales functions to accelerate business growth, a skill explicitly listed in his professional profile.

Media Appearances

Michael has no verified media appearances

Work History

1-2026
Senior Director, Sales Engineering, EMEA at Illumio
10-2024 - 1-2026
Director, Sales Engineering, EMEA at Illumio
3-2023 - 10-2024
Director Sales Engineering at Alteryx
1-2022 - 3-2023
Sr. Manager, Sales Engineering CEE at Alteryx
2-2019 - 1-2022
Senior Manager, Systems Engineering Global Accounts, Network Virtualization and Security at VMware

Education

Education details unavailable from Hochschule München University of Applied Sciences
IT-Business Developer from IT-Akademie Bayerm

More Information

Social Presence :

Prographics :

Exp : 24 Location : Landsberg, Bavaria, Germany Job Level : Senior Designation : Senior Director, Sales Engineering, EMEA at Illumio
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Insights For Selling To Michael

During A Call Or A Meeting

DO's

  • Back up any claims with data and numbers
  • Emphasise more on facts and measurable benefits
  • Tell them that you will come back if you don’t have a good answer for a question

DONT's

  • Avoid rushing them, be polite and patient
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t depend too much on anecdotal evidence, it reduces their confidence

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Michael is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Michael

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Michael move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Michael take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Michael

Personality Compatibility


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