Mike Stecken

Examiner
DISC Type : cs

Head of SAP, Datacenter & Cloud Infrastructure | Presales Large Enterprise at Deutsche Telekom

Düsseldorf, North Rhine-Westphalia, Germany

Overview

Mike has no verified overview

Personality Overview

Process Oriented

Late Adopter

Overcautious

Being observant comes to them naturally.  They do not like taking risks at all and go for proven options in the end. The only way to convince them is by showing them examples and ample proof.

Topics They Care About

Mike has no verified topics they care about

Media Appearances

Mike has no verified media appearances

Work History

11-2024
Head of SAP, Datacenter & Cloud Infrastructure | Presales Large Enterprise at Deutsche Telekom
10-2022 - 11-2024
Head of SAP / IT Cloud & Communication at Deutsche Telekom
5-2022 - 10-2022
Head of IT/Cloud Mitte/West at Deutsche Telekom
6-2013 - 6-2015
Service Delivery Manager at T-Systems International GmbH

Education

2011 - 2013
Wirtschaftsinformatik from Hochschule Niederrhein
2009 - 2011
Fachhochschulreife Informations- & Telekommunikationsmanagement from Rhein-Maas Berufskolleg Kempen

More Information

Social Presence :

Prographics :

Exp : 5 Location : Düsseldorf, North Rhine-Westphalia, Germany Job Level : Mid-senior Designation : Head of SAP, Datacenter & Cloud Infrastructure | Presales Large Enterprise at Deutsche Telekom
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Insights For Selling To Mike

During A Call Or A Meeting

DO's

  • Spend time addressing concerns around risk and change, they will have them even if they don't express them
  • Be firm in your communication and stay in control
  • Expect them to be vague in response to your questions, ask firmly and pointedly

DONT's

  • Avoid getting into storytelling mode, especially when they ask specific questions
  • Don't use phrases like 'do not worry', 'i promise' etc.
  • Don't be very accepting if that is your natural style, stay firm

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mike is

  • Proof of usage by others in the industry, case studies showing ROI are likely to work the best with them.
  • Will you ever get a clear answer from Mike

  • They don’t say no often, they push out the decisions or keep going around in circles.

Insights For Deal Planning

    How fast (or slow) will Mike move?

  • They are some of the slowest movers and take their time reaching decisions.
  • Can Mike take some risk or not?

  • They have very low acceptance of risk even if they do not say it directly.

You And Mike

Personality Compatibility


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