Thomas Rohn

Critic
DISC Type : C

Area Vice President EMEA at Coupa Deutschland GmbH

Lehrte, Lower Saxony, Germany

Overview

Thomas Rohn is the Area Vice President for EMEA at Coupa, a leader in business spend management solutions. He has a strong background in strategic sales and partner management, with recent accolades including being named "Top Manager - North Star of the Year" in 2023.

He was recognized for leading the "Top Global Region" in 2023.

Personality Overview

Objective Thinker

ROI Driven

Critic

They are quite likely to negotiate on pricing or other key terms.  They choose to analyze logically and value facts to emotions. They like to do things independently and don’t look for support from others.

Topics They Care About

AI in Procurement
Actively posts about how AI can transform spend management, emphasizing the importance of responsible and trustworthy innovation in this space.
User-Friendly Platforms
Considers platform usability a key differentiator, believing the best tools are those that teams find intuitive and enjoy using from day one.
Data-Driven Forecasting
Shows interest in leveraging data for economic insights, highlighting Coupa's partnership with MIT to create a Business Spend Index Report.

Media Appearances

Thomas has no verified media appearances

Work History

12-2022
Area Vice President EMEA at Coupa Deutschland GmbH
3-2022 - 12-2022
Regional Vice President EMEA Central MidMarket at Coupa Deutschland GmbH
10-2019 - 3-2022
Regional Director - Mid Market - D-A-CH - Benelux - Eastern Europe at Coupa Deutschland GmbH
4-2017 - 9-2019
Head of Strategic Sales & Partner Management at OpusCapita
9-2015 - 3-2017
Leitung Business Development at pelion XII GmbH

Education

Thomas has no verified education history

More Information

Social Presence :

Prographics :

Exp : 17 Location : Lehrte, Lower Saxony, Germany Job Level : Senior Designation : Area Vice President EMEA at Coupa Deutschland GmbH
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Insights For Selling To Thomas

During A Call Or A Meeting

DO's

  • Be ready to answer many clarity-seeking questions and requests for information
  • Tell them what ROI they can expect
  • Don’t forget to mention how you compare to competition on both features and pricing

DONT's

  • Avoid phrases like ‘trust me’, ‘others just love’ etc.
  • Avoid pushing them too much to involve other stakeholders unless it is critical
  • Don’t try to give too many examples of other users, they like to make their own decisions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Thomas is

  • Proven ROI, pricing and objective proof points are the factors that sway their decision.
  • Will you ever get a clear answer from Thomas

  • They are comfortable saying no if they are convinced that it is the correct decision.

Insights For Deal Planning

    How fast (or slow) will Thomas move?

  • They are neither the fastest nor the slowest decision makers, they are somewhere in the middle.
  • Can Thomas take some risk or not?

  • They can bear some risk if their analysis backs the decision.

You And Thomas

Personality Compatibility


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