Rainer Welzel

Examiner
DISC Type : cs

Senior Sales Director at Informatica

San Clemente, California, United States

Overview

Rainer is a Senior Sales Director at Informatica, leading a team focused on master data management and product information management for over 2000 customers. A graduate of the New York Institute of Technology, he is described by colleagues as having customer focus that is "second to none".

He has demonstrated significant career growth and loyalty at Informatica, progressing from a Strategic Account Executive to his current senior leadership role.

Personality Overview

Unexpressive

Late Adopter

Tough To Convince

They are heavily focused on quality and prefer doing things the right way, even if it takes time.  They do not like taking risks at all and go for proven options in the end. They tend to be clear about their needs and limitations and are unlikely to promise too much.

Topics They Care About

Master Data Management
He leads an MDM-focused sales team and frequently posts about Informatica's leadership in Gartner's Magic Quadrant for MDM solutions.
Cloud-Native Data
Rainer celebrated his company's successful transformation into a "cloud-native data management butterfly, " showing his focus on modern architecture.
SaaS Platforms
He highlighted his team's achievement of FedRAMP certification for their microservices-based, SaaS data management platform.

Media Appearances

Rainer has no verified media appearances

Work History

2-2023
Senior Sales Director at Informatica
2-2021 - 2-2023
Regional Sales Director at Informatica
6-2015 - 2-2021
Strategic Account Executive - MDM & PIM at Informatica
10-2005 - 5-2015
Technology Sales Manager at Oracle
7-2002 - 10-2005
Major Account Executive at BEA Systems

Education

1984 - 1987
Bachelor of Science (B.S.) from New York Institute of Technology

More Information

Social Presence :

Prographics :

Exp : 30 Location : San Clemente, California, United States Job Level : Senior Designation : Senior Sales Director at Informatica
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Insights For Selling To Rainer

During A Call Or A Meeting

DO's

  • Ask them which other stakeholders would be important for this purchase decision
  • Be firm in your communication and stay in control
  • First of all, focus on building their confidence by sharing examples, case studies etc.

DONT's

  • Avoid getting into storytelling mode, especially when they ask specific questions
  • Don't be very accepting if that is your natural style, stay firm
  • Don't rely on relationship building even if they act pleasantly

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Rainer is

  • For them, low risk and acceptance by others are very important, followed by proof of ROI.
  • Will you ever get a clear answer from Rainer

  • Often, they don't say no, or keep going about it in circles.

Insights For Deal Planning

    How fast (or slow) will Rainer move?

  • They do not like to take decisions in a hurry, so they could be slow in making their mind up.
  • Can Rainer take some risk or not?

  • They are low on risk-appetite and prefer to make informed decisions.

You And Rainer

Personality Compatibility


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