Robert Sternberg

Critic
DISC Type : C

Head of Pre-Sales Cloud Infrastructure Services Germany at Capgemini

Greater Kassel Area, Germany

Overview

Robert has no verified overview

Personality Overview

Information Seeker

Negotiator

ROI Driven

They choose to analyze logically and value facts to emotions.  Unless the value is proven by data, they are unlikely to value fancy features. It is very likely that they will negotiate pricing or other important terms.

Topics They Care About

Robert has no verified topics they care about

Media Appearances

Robert has no verified media appearances

Work History

10-2023
Head of Pre-Sales Cloud Infrastructure Services Germany at Capgemini
5-2022 - 10-2023
Regional Head of Cloud Projects & Consulting at Capgemini
7-2021 - 5-2022
Director Public Cloud Solutions at Capgemini
3-2021 - 6-2021
Head of Delivery DACH at Cloudreach
5-2020 - 2-2021
Principal Solutions Architect at Cloudreach

Education

2007 - 2009
Master of Science (MSc) from HTWK Leipzig
2002 - 2007
Diplom Ingenieur (Dipl.-Ing.) from HTWK Leipzig

More Information

Social Presence :

Prographics :

Exp : 13 Location : Greater Kassel Area, Germany Job Level : Mid-senior Designation : Head of Pre-Sales Cloud Infrastructure Services Germany at Capgemini
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Insights For Selling To Robert

During A Call Or A Meeting

DO's

  • Be formal and objective, they will appreciate it more
  • Don’t forget to mention how you compare to competition on both features and pricing
  • Leverage facts and figures wherever possible; use percentages, numbers etc.

DONT's

  • Do not use very emotional or colorful language
  • Don’t try to give too many examples of other users, they like to make their own decisions
  • Make extra effort to not seem pushy or confrontational

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Robert is

  • Proven ROI, pricing and objective proof points are the factors that sway their decision.
  • Will you ever get a clear answer from Robert

  • They are comfortable saying no if they are convinced that it is the correct decision.

Insights For Deal Planning

    How fast (or slow) will Robert move?

  • Their decision-making is neither very fast nor very slow, they are somewhere in between.
  • Can Robert take some risk or not?

  • They can take risks if their analysis shows that it would be worth it.

You And Robert

Personality Compatibility


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