Stefan Gessner

Enigma
DISC Type : cdi

Head of Business Development & Digital Planning at dormakaba

Mainz, Rhineland-Palatinate, Germany

Overview

Stefan is a results-driven manager with 19 years of experience, currently the Head of Business Development & Digital Planning at dormakaba. He holds an Executive MBA from Johannes Gutenberg University Mainz and is a Certified Scrum Master. Colleagues describe him as expressive, intelligent, reliable, and far-sighted.

He is a self-motivated professional passionate about driving business growth through strategic insights and data-driven decisions. His certifications show a keen interest in emerging technologies like Generative AI and agile methodologies, complementing his focus on optimizing sales operations.

Unique fact: He combines deep sales experience with modern tech and project management credentials, holding certifications in both Generative AI and as a Scrum Master.

Personality Overview

Fast Follower

Friendly Yet Blunt

Hard To Convince

They are likely to ask many questions and look heavily for supporting proof as well as information.  They are generally strong communicators and are not easy to convince. They can sound friendly and charming but can quickly change gears to become inquisitive and probing

Topics They Care About

Digital Planning
His current role involves leading teams to enable scalable digital planning capabilities and ensure process readiness for cloud product launches.
SaaS Adoption
In a prior role, he was accountable for driving SaaS adoption and market growth for innovative cloud solutions in the residential market.
Smart Building Solutions
He is focused on integrated solutions for the housing industry, including smart access, package delivery systems, and building management.

Media Appearances

Stefan has no verified media appearances

Work History

1-2026
Head of Business Development & Digital Planning at dormakaba
12-2024 - 12-2025
Teamlead Sales Multihousing at dormakaba
7-2021 - 11-2024
Senior Manager at dormakaba
6-2018 - 6-2021
Head of Sales Germany at digitalSTROM AG
9-2016 - 5-2018
Sales Manager at digitalSTROM AG

Education

9-2021 - 9-2023
Executive MBA from Johannes Gutenberg University Mainz
4-2022 - 4-2022
Executive MBA program: leading for innovation and growth from Texas McCombs School of Business

More Information

Social Presence :

Prographics :

Exp : 9 Location : Mainz, Rhineland-Palatinate, Germany Job Level : Mid-senior Designation : Head of Business Development & Digital Planning at dormakaba
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Insights For Selling To Stefan

During A Call Or A Meeting

DO's

  • Use phrases like ‘clear evidence’, ‘data-based results’ etc.
  • Help them realize that any personal risk in making this decision is far less compared to what the results could mean for them
  • Build rapport slwly without rushing, it will come handy to handle hard questions later

DONT's

  • Don’t rely excessively on your relationship with them to win the deal even if you come to form one
  • Don’t be too objective but make sure to pad your storytelling with data points
  • Don’t brush off any concerns, take all questions seriously. They are easily deterred

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Stefan is

  • Proven value, strong objective evidence are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Stefan

  • They are practical and friendly, but can give a clear response with a little prodding

Insights For Deal Planning

    How fast (or slow) will Stefan move?

  • They like to be detailed, so unless they develop strong conviction, they can take their time to arrive at decisions
  • Can Stefan take some risk or not?

  • They evaluate their decisions systematically and do not take risks that often, unless you can get them to develop strong conviction

You And Stefan

Personality Compatibility


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