Thorsten Riehl

Critic
DISC Type : C

Head of Automotive CORE IT Sales at Computacenter

Greater Munich Metropolitan Area, Germany

Overview

With over 20 years of experience, Thorsten leads Automotive CORE IT Sales at Computacenter, specializing in sales management and go-to-market strategies for the automotive sector. He earned his Master of Business Administration from Ludwig-Maximilians-Universität München and is a Microsoft Certified Azure professional.

He has a strong interest in fostering strategic customer relationships and helping automotive clients navigate digital transformation, particularly in areas like connectivity, cybersecurity, and GenAI. He also holds a diploma in the Spanish language, suggesting an interest in Hispanic culture.

Unique fact: He believes the automotive industry remains a magnet for talent and great ideas due to its "emotional products. "

Personality Overview

ROI Driven

Objective Thinker

Critic

They are quite likely to negotiate on pricing or other key terms.  They prefer to do logical analysis and value evidence over emotions. They enjoy working alone and do not rely on others very often.

Topics They Care About

Automotive IT
As the Head of Automotive CORE IT Sales, this is his primary professional focus, frequently discussing it at industry events like the Automotive IT Kongress.
AI in Mobility
He actively promotes discussions on how AI is transforming the future of mobility, a key topic for his automotive customers.
Digital Transformation
Passionate about helping clients achieve their goals through digital transformation, a recurring theme in his professional communications.

Media Appearances

Podcast mit Thorsten Riehl, Head of Automotive Core IT bei Computacenter. Featured in Automobilwoche

See Now

Work History

11-2020
Head of Automotive CORE IT Sales at Computacenter
1-2016 - 11-2020
Unit Director CORE IT Sales (Datacenter, Networking and Security Sales) at Computacenter
9-2007 - 11-2020
Regional Sales Manager/ Vertriebsleiter at Computacenter
3-2001 - 9-2007
International Account Manager (Automotive) at Computacenter (vormals Compunet), München
3-2000 - 3-2001
Sales Trainee at GE CompuNet

Education

Master of Business Administration (M.B.A.) from Ludwig-Maximilians-Universität München
1996 - 1997
Diploma Básico de Espanol como Lengua Extranjera from Instituto Cervantes

More Information

Social Presence :

Prographics :

Exp : 26 Location : Greater Munich Metropolitan Area, Germany Job Level : Mid-senior Designation : Head of Automotive CORE IT Sales at Computacenter
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Insights For Selling To Thorsten

During A Call Or A Meeting

DO's

  • Leverage facts and figures wherever possible; use percentages, numbers etc.
  • Don’t forget to mention how you compare to competition on both features and pricing
  • Keep some extra margin while sharing pricing, they are likely to negotiate later

DONT's

  • Make extra effort to not seem pushy or confrontational
  • Don’t try to give too many examples of other users, they like to make their own decisions
  • Don’t try too hard to build a relationship with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Thorsten is

  • Strong evidence of ROI, effective pricing, and proven data points matter the most to them.
  • Will you ever get a clear answer from Thorsten

  • It is not very hard for them to say no if they are not convinced about the decision.

Insights For Deal Planning

    How fast (or slow) will Thorsten move?

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

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

You And Thorsten

Personality Compatibility


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