Boris Brugeff

Examiner
DISC Type : cs

Sr. Director - Global Conference Sales at Gartner

São Paulo, São Paulo, Brazil

Overview

Boris is a Senior Director at Gartner with over two decades of experience in technology sales, focusing on leadership and strategic business design. He holds an Executive MBA from BSP in São Paulo and another from Universitat Politècnica de Catalunya. Colleagues describe him as being highly committed and results-oriented.

Outside of work, Boris is a father of two, an engineer, and a musician. He has a keen interest in major technology and media companies like IBM and WarnerMedia, reflecting his deep engagement with the corporate world even in his personal interests. His background combines analytical and creative pursuits.

He uniquely blends a high-level technology sales career with a serious passion for music, holding a certification in rehearsing musical ensembles.

Personality Overview

Process Oriented

Unexpressive

Overcautious

Being observant comes to them naturally.  They are heavily focused on quality and prefer doing things the right way, even if it takes time. The only way to convince them is by showing them examples and ample proof.

Topics They Care About

Client Connection
His stated professional headline and focus is on connecting technology providers to their next client, which is central to his role at Gartner.
Strategic Leadership
His career is defined by leadership and sales management, with a focus on designing the strategy for business, HR, and marketing.
Future of Technology
He actively shares Gartner's research on strategic predictions that will shape the future of technology and business, including the impact of AI.

Media Appearances

Boris has no verified media appearances

Work History

2-2025
Sr. Director - Global Conference Sales at Gartner
6-2023 - 2-2025
Director - Global Conference Sales at Gartner
3-2022 - 6-2023
Business Director - Global Business Sales at Gartner
1-2021 - 3-2022
Business Director - Global Technology Sales at Gartner
7-2018 - 1-2021
Director - Global Conference Sales at Gartner

Education

2013 - 2013
Master of Business Administration (M.B.A.) from Universitat Politècnica de Catalunya
2012 - 2014
Executive MBA (Dual Degree Program) from BSP - Business School São Paulo

More Information

Social Presence :

Prographics :

Exp : 20 Location : São Paulo, São Paulo, Brazil Job Level : Senior Designation : Sr. Director - Global Conference Sales at Gartner
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Insights For Selling To Boris

During A Call Or A Meeting

DO's

  • Spend time addressing concerns around risk and change, they will have them even if they don't express them
  • Ask them which other stakeholders would be important for this purchase decision
  • Expect them to be vague in response to your questions, ask firmly and pointedly

DONT's

  • Don't rely on relationship building even if they act pleasantly
  • Avoid getting into storytelling mode, especially when they ask specific questions
  • Don't use phrases like 'do not worry', 'i promise' etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Boris is

  • Adoption by others is very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Boris

  • They don’t say no often, they push out the decisions or keep going around in circles.

Insights For Deal Planning

    How fast (or slow) will Boris move?

  • They don't like to hasten, so their speed of decision-making may be slow.
  • Can Boris take some risk or not?

  • They have little willingness to take risks, and prefer making calculated decisions.

You And Boris

Personality Compatibility


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