NCP-Talk with René - International Sales Manager

Tell us a bit about yourself:

After completing my studies and employed as an engineer and draftsman at an architectural firm, I developed a keen interest in the challenges of networking (to achieve distributed photo-realistic rendering of plans) and security as these tools gained prominence at the time.

I transitioned to IT security and joined NCP engineering in 2001 as an International Pre-/Post Sales Support & System Engineer. My international upbringing and background, combined with my technical experience, made the subsequent switch to the role of International Sales a natural progression.

You’ve been with NCP for nearly 25 years now. What are your most memorable experiences during your time here?

Embarking on projects with fellow enthusiastic system/sales engineers and providing training workshops to them are highlights. Additionally, interacting with different stakeholders globally allows for sharing and exchanging knowledge, as well as discovering diverse cultural backgrounds.

You changed from System Engineer to Sales Manager. How did that come about and what were your motives?

When the opportunity arose, I eagerly accepted the exciting challenge of transitioning into the role of International Sales Manager. My years as the International System Engineer equipped me with the technical knowledge and experience that proved invaluable in this cross-functional role. I was able to advise prospects on both technical and commercial aspects, helping them discover the value of the solutions and achieve their objectives.

How has the IT security industry changed in recent years?

It’s fascinating to witness the rapid emergence of new technologies, which are often heralded as the potential to render established, tried-and-true technologies obsolete almost overnight. While these advancements are undoubtedly exciting and contribute to the industry’s allure, there’s also something to be said in recognizing technologies that have endured the test of time and have evolved through the scrutiny of numerous users over years, if not decades. Moreover, the integration of novel concepts and components can significantly enhance existing offerings and technologies, driving positive evolution in the solutions provided to our customers. Interestingly, in some instances, philosophies or techniques that have been part of the current solution for some time are suddenly spotlighted as "the new" approach and labeled accordingly in the market.

Which markets are you mainly responsible for?

The region spans from Iceland in the west to New Zealand in the east, excluding the Americas and the predominantly German-speaking countries such as Germany, Switzerland, and Austria, collectively referred to as "DACH."

Are there differences between the markets? If so, can you give us one or two examples?

The solutions offered by NCP usually address specific requirements that are common across different markets. However, there are primary differences in aligning the timelines and expectations for implementation, training, and pre- / post-installation support. Some markets have a high urgency to implement these solutions, while others require a longer journey towards this goal, necessitating more patience. Additionally, customer interactions involving diverse cultural backgrounds and perspectives add an interesting dimension to meetings and projects.