Olivier RIVIERE

Evaluator
DISC Type : DCS

Managing Partner, KAM, Sales Enablement & Complex Sales at Powering

Munich, Bavaria, Germany

Overview

Olivier Riviere is a sales transformation catalyst and Managing Partner at Powering, focused on complex B2B and B2G sales. An expert in Key Account Management, he serves on the board of AKAM and lectures at ESSEC. He holds a PhD from Mines Paris and colleagues describe him as insightful and supportive.

Olivier shows a strong interest in discourse that challenges conventional thinking. He appreciates critical analysis of the tech industry and values substantive, fact-based discussions on complex topics, including the application of AI and political integrity.

Unique fact: He actively combines high-level consulting with shaping the sales profession through his academic lectures and his board role at the Association for Key Account Management.

Personality Overview

Thorough Evaluator

Quality Focused

Hard To Convince

They are not very likely to become strong advocates of your product or service  They focus on the results, but can still be quite procedural and analytical about how to get there They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical

Topics They Care About

Key Account Management
He is a board member of the Association for Key Account Management (AKAM), runs a consultancy focused on it, and has published white papers on the topic.
Complex B2B Sales
His entire professional focus is helping organizations improve performance in complex B2B and B2G sales environments, which he highlights as his core specialty.
AI's Role in Sales
He actively shares and analyzes articles regarding the application and limitations of AI in sales, seeking substantive content over industry hype.

Media Appearances

Olivier has no verified media appearances

Work History

1-2017
Managing Partner, KAM, Sales Enablement & Complex Sales at Powering
12-2015
Founder at KAM WITH PASSION
5-2017
Board Member at Association for Key Account Management
1-2017
Adjunct Faculty Member at ESSEC Executive Education
1-2013 - 11-2016
Head of KAM & Solution Selling Practice at INVALIO

Education

1980 - 1984
Doctorat Ingenieur (PhD) from Mines Paris - PSL
1975 - 1980
Engineer from INSA Lyon - Institut National des Sciences Appliquées de Lyon
1991 - 1992
ICG from ICG Institut Francais de Gestion Paris

More Information

Social Presence :

Prographics :

Exp : 38 Location : Munich, Bavaria, Germany Job Level : Leadership Designation : Managing Partner, KAM, Sales Enablement & Complex Sales at Powering

Interested in

Lifestyle

Reading

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Insights For Selling To Olivier

During A Call Or A Meeting

DO's

  • Keep a professional, business-like approach; especially if you tend to get informal quickly
  • Showcase your competitive superiority clearly when possible or address it at the minimum
  • Use phrases like ‘the ROI of this’, ‘X% more’ etc.

DONT's

  • Avoid too much small talk, just a few formal pleasantries should be fine
  • Avoid making strong statements, instead invite them to agree with you by asking them questions
  • Don’t focus on relationship, focus purely on the merit of your product

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Olivier is

  • ROI matters the most to them, followed by process and finally proof of results
  • Will you ever get a clear answer from Olivier

  • They might hesitate a little, but will go ahead and say no when necessary (or asked)

Insights For Deal Planning

    How fast (or slow) will Olivier move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Olivier take some risk or not?

  • They have relatively low risk-appetite and are not very likely to go for something unproven and risky

You And Olivier

Personality Compatibility


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