“You are not the typical sales rep, but exactly what’s needed in today’s IT world!”This is a how a Citrix fellow has once described me, and I agree this is very true. With the digital transformation, a business relationship requires openness to innovate and to find new paths, but also trust to aim for the same goals. This is why it is so important for me to have an open and trustful relationship with my customers. Trust building is easier for me, because of my technical experience. This experience helps me to discuss challenges in detail, while always keeping the business outcomes in center of the conversation.Another aspect that is very important (and essential to a trustful relationship) is my understanding of sales. Especially in today’s subscription world, sales does not end with a booking. It is essential that a customer receives full-value from the investment and that an account manager guides customer to adoption and value realization. A fomer collegue describes his role as a concierge service and with that, I think he is very right. In my current role as Major Account Manager at Palo Alto Networks my focus is to understand the cybersecurity needs of my clients and communicate our solutions clearly and simply to address their business challenges. My strength is in bridging the technical capabilities with the business reality.