Tobias Kühnle

Critic
DISC Type : C

Head of Cloud Infrastructure Engineering at SAP

Mannheim, Baden-Württemberg, Germany

Overview

Tobias has no verified overview

Personality Overview

Objective Thinker

Precise

Information Seeker

They like to take decisions independently and do not seek others' support often.  They don’t appreciate bells and whistles unless backed by data. They prefer to analyze logically and value objective facts over emotions.

Topics They Care About

Tobias has no verified topics they care about

Media Appearances

Tobias has no verified media appearances

Work History

11-2023
Head of Cloud Infrastructure Engineering at SAP
2-2016
Solution Architect Business Analytics & HANA at SAP
1-2014 - 2-2016
Business Processes Consultant at SAP
2-2013 - 8-2013
Masterand at SAP
10-2012 - 2-2013
Working Student at SAP

Education

2011 - 2013
Master of Science (M.Sc.) from Karlsruhe University of Applied Sciences
2008 - 2011
Bachelor of Science (B.Sc.) from Hochschule Furtwangen

More Information

Social Presence :

Prographics :

Exp : 13 Location : Mannheim, Baden-Württemberg, Germany Job Level : Mid-senior Designation : Head of Cloud Infrastructure Engineering at SAP
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Insights For Selling To Tobias

During A Call Or A Meeting

DO's

  • If you can, show them industry reports or analyst comments instead of sharing anecdotal stories
  • Leverage facts and figures wherever possible; use percentages, numbers etc.
  • Tell them what ROI they can expect

DONT's

  • Do not use very emotional or colorful language
  • Avoid phrases like ‘trust me’, ‘others just love’ etc.
  • Don't give superficial answers, they are easily rattled by them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Tobias is

  • Proof of ROI, low pricing and objective proof points are the important factors for them.
  • Will you ever get a clear answer from Tobias

  • They do not mind saying no if they believe that it is the right decision.

Insights For Deal Planning

    How fast (or slow) will Tobias move?

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

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

You And Tobias

Personality Compatibility


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