Roger K.

Critic
DISC Type : C

CISO at Heidelberger Druckmaschinen AG

Darmstadt, Hesse, Germany

Overview

Roger has no verified overview

Personality Overview

Critic

Negotiator

Objective Thinker

It is very likely that they will negotiate pricing or other important terms.  They choose to analyze logically and value facts to emotions. They like to do things independently and don’t look for support from others.

Topics They Care About

Roger has no verified topics they care about

Media Appearances

Roger has no verified media appearances

Work History

2-2024
CISO at Heidelberger Druckmaschinen AG
7-2022 - 1-2024
Global Head of OT Cyber Security at Merck Gruppe
5-2020 - 6-2022
Information Security Manager - Lead Consultant at Merck Gruppe
2-2014 - 6-2022
Head of IT Security and IT Compliance - Subregion Germany at Merck Gruppe
3-2013 - 2-2023
Adjunct Professor - Computer Science at Hochschule Worms

Education

2-2000 - 6-2004
Diplom Informatiker (FH) from Hochschule Furtwangen
8-1998 - 7-1999
Vocational Baccalaureate Diploma from CTS - Business College - Schwetzingen

More Information

Social Presence :

Prographics :

Exp : 18 Location : Darmstadt, Hesse, Germany Job Level : N/A Designation : CISO at Heidelberger Druckmaschinen AG
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Insights For Selling To Roger

During A Call Or A Meeting

DO's

  • If you can, show them industry reports or analyst comments instead of sharing anecdotal stories
  • Don’t forget to mention how you compare to competition on both features and pricing
  • Use phrases like ‘expect X% improvement’, ‘data clearly shows’ etc.

DONT's

  • Don't give superficial answers, they are easily rattled by them
  • Don’t try to give too many examples of other users, they like to make their own decisions
  • Avoid phrases like ‘trust me’, ‘others just love’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Roger is

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

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

Insights For Deal Planning

    How fast (or slow) will Roger move?

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

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

You And Roger

Personality Compatibility


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