Tom Zoellner

Inspirer
DISC Type : di

Principal Value Engineer at Celonis

Cary, Illinois, United States

Overview

Tom Zoellner is a Principal Value Engineer at Celonis with over 25 years of experience, specializing in sales leadership and solutions engineering for High Tech customers. He has a background as a developer and excels at bridging the gap between business needs and technical requirements. He holds a Bachelor of Arts from Northern Illinois University.

He is a 4-time Presidents Club winner and was responsible for the largest sale in company history twice in a previous role.

Personality Overview

Charming & Persuasive

Fast Adopter

Achievment Oriented

They measure a product on its merit but can be influenced by strong testimonials.  They respond well to objective pitches but also attach some value to relationships. They don’t mind taking a stand if they believe in something.

Topics They Care About

Process Intelligence
He is passionate about his company creating the new category of Process Intelligence and enjoys being at the forefront of improving how businesses operate.
Value Engineering
His career is dedicated to value engineering, where he enjoys demonstrating technology's ROI and aligning solutions with customer's strategic goals.
Enterprise AI Adoption
He frequently shares content on leveraging Process Intelligence to ensure Enterprise AI delivers tangible impact and ROI, believing there is "no AI without PI. "

Media Appearances

Tom has no verified media appearances

Work History

2-2020
Principal Value Engineer at Celonis
12-2019 - 1-2020
Senior Solutions Specialist at Altair
4-2015 - 11-2019
Senior Solutions Consultant at Gainsight
12-2014 - 4-2015
Senior Sales Engineer at Clarabridge
5-2014 - 10-2014
Strategic Account Executive at MicroStrategy

Education

Bachelor of Arts from Northern Illinois University

More Information

Social Presence :

Prographics :

Exp : 22 Location : Cary, Illinois, United States Job Level : Senior Designation : Principal Value Engineer at Celonis
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Insights For Selling To Tom

During A Call Or A Meeting

DO's

  • Clearly address the competitive aspects
  • Get them to a point where they are ready to bat for your product internally
  • Refer to testimonials from well known people to highlight the value of your product

DONT's

  • Don’t be very informal even if they are being so themselves
  • Don’t keep repeating the same information, it could make them impatient
  • Don't be unorganized, be prepared for the pitch

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Tom is

  • Product value plays a big role, followed by relationship and a sense of achievement.
  • Will you ever get a clear answer from Tom

  • If they do not firmly believe in you, they will refuse without hesitation.

Insights For Deal Planning

    How fast (or slow) will Tom move?

  • If they develop confidence in your product and you, then they can make fast decisions.
  • Can Tom take some risk or not?

  • If necessary, they have the ability to take risky decisions.

You And Tom

Personality Compatibility


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