Thomas Burkhardt

Go-getter
DISC Type : d

Sales Manager - Business Unit Cybersecurity Services (BU CSS) at TÜV SÜD

Greater Munich Metropolitan Area, Germany

Overview

Thomas Burkhardt is a Sales Manager for Cybersecurity Services at TÜV SÜD, focusing on a wide range of industry standards including ISO 27001, NIS2, and the AI Act. His background includes managing major enterprise accounts like Siemens and Munich Re at Computacenter. He holds a Masters degree from Hochschule München University of Applied Sciences.

Personality Overview

Challenger

Decisive

Direct & Candid

They care equally about the product and its potential impact.  They respond well to confident salespeople. They don’t always try to control the conversation but neither do they like yielding it fully.

Topics They Care About

Cybersecurity Compliance
His current role involves advising clients on navigating complex cybersecurity and data regulations such as ISO 27001, NIS2, DORA, and the AI Act.
Enterprise Account Strategy
Previously managed large enterprise clients like Siemens, Munich Re, and Linde while at Computacenter, showcasing experience in high-level B2B relationships.
Critical Infrastructure Security
Focuses on regulations for critical infrastructure, including NIS2 and the German KRITIS-Dachgesetz, indicating expertise in protecting essential services.

Media Appearances

Thomas has no verified media appearances

Work History

12-2024
Sales Manager - Business Unit Cybersecurity Services (BU CSS) at TÜV SÜD
12-2024
Sales Manager - Business Unit Cybersecurity Services (BU CSS) @ TÜV SÜD at TÜV SÜD
12-2024 - 12-2024
Sales Manager Business Unit Cybersecurity Services (BU CSS) @ TÜV SÜD at TÜV SÜD
5-2010 - 10-2018
Senior Enterprice Account Manager - Infrastructure at Computacenter
1-2009 - 5-2010
Executive Account Manager at Crossbeam Systems

Education

1989 - 1994
Master's degree from Hochschule München University of Applied Sciences

More Information

Social Presence :

Prographics :

Exp : 17 Location : Greater Munich Metropolitan Area, Germany Job Level : Middle Designation : Sales Manager - Business Unit Cybersecurity Services (BU CSS) at TÜV SÜD
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Insights For Selling To Thomas

During A Call Or A Meeting

DO's

  • Tell them that you are there to help them create visible impact within their organization
  • Be crisp while making the pitch
  • Ask them questions confidently while doing discovery, don’t be apologetic

DONT's

  • Do not give up if they are not convinced, try again with a different approach
  • Don’t try to be an alpha salesperson, give them equal space
  • Don't try too hard to get friendly, let it happen with time

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Thomas is

  • Confidence in the product plays an important role, followed by powerful testimonials.
  • Will you ever get a clear answer from Thomas

  • They might hesitate a little, but they will say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Thomas move?

  • Their decision making speed is somewhere in the middle.
  • Can Thomas take some risk or not?

  • Once they have analyzed the pros and cons, they can take some risks.

You And Thomas

Personality Compatibility


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