Stefan Wiegel

Enigma
DISC Type : icd

Partner Business Manager at VMware

Germany

Overview

Stefan Wiegel is an IT channel veteran with over 25 years of experience building partner ecosystems for firms like VMware and IGEL Technology. Holding a German "Personalfachwirt" HR certification, he is consistently praised by colleagues as a "true channel champion" and "experienced sales leader. "

He has unique experience building a corporate channel strategy from the ground up for emerging technologies like AI, augmented reality, and wearable computing during his time as Director Channel at Ubimax.

Personality Overview

Fast Follower

Friendly Yet Blunt

Persuasive & Assertive

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

Topics They Care About

Channel Ecosystems
His 25+ year career is defined by building and managing partner programs at VMware, IGEL, and Ubimax, where colleagues call him a 'true channel champion'.
Go-to-Market Strategy
He was responsible for developing and executing GTM strategy at VMware and building a new channel business model, including GTM, at Ubimax.
Wearable Technology
As Director Channel at Ubimax, he was responsible for the corporate strategy and go-to-market execution for wearable computing and augmented reality solutions.

Media Appearances

Stefan has no verified media appearances

Work History

7-2019
Partner Business Manager at VMware
6-2018 - 6-2019
Director Channel at Ubimax
2-2012 - 5-2018
Director Channel at IGEL Technology
3-2004 - 4-2012
Manager Channel Business EMEA at IGEL Technology
2002 - 2004
Reseller Account Manager at Compu-Shack Distribution GmbH

Education

1994 - 1996
Personalfachwirt from Fachhochschule
Education details unavailable from Ludwig Erhard Schule Neuwied

More Information

Social Presence :

Prographics :

Exp : 30 Location : Germany Job Level : Middle Designation : Partner Business Manager at VMware
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Insights For Selling To Stefan

During A Call Or A Meeting

DO's

  • Leverage 'negging', or the art of asking negative questions like "you must not be convinced yet..."
  • Use a combination of data as well as stories for your pitch, a ppt might not be necessary
  • Help them realize that any personal risk in making this decision is far less compared to what the results could mean for them

DONT's

  • Avoid long presentations and just 'high-level' value proposition, dive into the details
  • Don’t be too objective but make sure to pad your storytelling with data points
  • Avoid making offhand commitments, understand the root of their concerns first

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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