Stephane Michaud

Questioner
DISC Type : c

IBS Procurement Director at Thales Digital Identity and Security (ex Gemalto)

France

Overview

Stephane has no verified overview

Personality Overview

Systematic

Value Seeker

Price-Sensitive

They are more likely than others to negotiate on pricing and terms.  They prefer to analyze every situation thoroughly.
 They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

Stephane has no verified topics they care about

Media Appearances

Stephane has no verified media appearances

Work History

7-2020
IBS Procurement Director at Thales Digital Identity and Security (ex Gemalto)
3-2019 - 7-2020
DIS EMEA & Solutions Procurement Director at Thales
2-2011 - 12-2015
Corporate Transport Director at Gemalto
9-2009 - 2-2011
Order to Cash Manager at Gemalto
12-2000 - 3-2019
EMEA Purchasing Director at Gemalto

Education

1990 - 1991
Education details unavailable from ESSEC Business School
1985 - 1990
DEA from Université Paris Dauphine - PSL

More Information

Social Presence :

Prographics :

Exp : 22 Location : France Job Level : Mid-senior Designation : IBS Procurement Director at Thales Digital Identity and Security (ex Gemalto)
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Insights For Selling To Stephane

During A Call Or A Meeting

DO's

  • Emphasise more on facts and measurable benefits
  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Back up any claims with data and numbers

DONT's

  • Avoid rushing them, be polite and patient
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t try to be too friendly or informal with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Stephane is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Stephane

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Stephane move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Stephane take some risk or not?

  • They can take risk if they are convinced that they have analyzed the circumstances well.


You And Stephane

Personality Compatibility


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