Thomas Knoll

Examiner
DISC Type : cs

Senior Director, Head of Europe Procurement at Fujitsu

Greater Munich Metropolitan Area, Germany

Overview

Thomas Knoll is a passionate procurement leader at Fujitsu, heading operations across Europe. He focuses on driving innovation, digital transformation, and increasing business intimacy to help achieve strategic objectives. Colleagues describe him as a highly skilled sourcing manager who excels at developing and implementing strategy. He holds a Betriebswirt (VWA) from VWA München.

He thrives in international environments, collaborating with teams and stakeholders across multiple regions. Thomas is a forward-thinker, often reflecting on future trends and expressing a desire for positive changes for the planet and collective well-being. He is focused on building a sustainable future through innovation.

He was recently a keynote panelist at the ProcureCon Europe Series, discussing the evolution and future of procurement.

Personality Overview

Tough To Convince

Unexpressive

Overcautious

They tend to be clear about their needs and limitations and are unlikely to promise too much.  They are heavily focused on quality and prefer doing things the right way, even if it takes time. The only way to convince them is by showing them examples and ample proof.

Topics They Care About

Procurement Transformation
He is passionate about driving a culture of innovation and digital transformation within procurement to support strategic business goals.
Strategic Business Alignment
He emphasizes value creation and strategic business alignment as key future pillars for procurement, as discussed during a recent keynote panel.
AI in Procurement
He has identified Artificial Intelligence as a critical component for the future course of procurement in recent industry discussions.

Media Appearances

Thomas has no verified media appearances

Work History

5-2024
Senior Director, Head of Europe Procurement at Fujitsu
6-2019 - 5-2024
Procurement Director, Head of WEMEIA, Nordics & Ireland at Fujitsu
11-2017 - 5-2019
Procurement Director, Head of WEMEIA at Fujitsu
3-2009 - 6-2011
Strategic Sourcing & Procurement, IT at Fujitsu Services
6-2001 - 3-2009
Category and Sourcing Manager at Amazon.com

Education

2001 - 2005
Betriebswirt (VWA) from VWA München
IACCM Advanced Practitioner (CCMAP) from International Association for Contract & Commercial Management

More Information

Social Presence :

Prographics :

Exp : 20 Location : Greater Munich Metropolitan Area, Germany Job Level : Senior Designation : Senior Director, Head of Europe Procurement at Fujitsu
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Insights For Selling To Thomas

During A Call Or A Meeting

DO's

  • First of all, focus on building their confidence by sharing examples, case studies etc.
  • Ask them which other stakeholders would be important for this purchase decision
  • Expect them to be vague in response to your questions, ask firmly and pointedly

DONT's

  • Don't be very accepting if that is your natural style, stay firm
  • Don't rely on relationship building even if they act pleasantly
  • Avoid getting into storytelling mode, especially when they ask specific questions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Thomas is

  • Low-risk, adoption by others are very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Thomas

  • Often, they don't say no, or keep going about it in circles.

Insights For Deal Planning

    How fast (or slow) will Thomas move?

  • They do not like to rush and therefore can be quite slow in their decision-making.
  • Can Thomas take some risk or not?

  • They have little risk-appetite and prefer to take measured decisions.

You And Thomas

Personality Compatibility


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