FABRICE PANCRAZI

Critic
DISC Type : C

Business Development & Parnership Leader at Kyndryl

Greater Paris Metropolitan Region, France

Overview

Fabrice Pancrazi is a seasoned Alliance Leader at Kyndryl with 35 years of experience in infrastructure services, specializing in business development and strategic partnerships. A graduate of SKEMA Business School, he focuses on fostering relationships with the advisory ecosystem to identify new client opportunities and highlight Kyndryls unique market position.

Outside of his corporate role, Fabrice is a passionate ultra-trail runner and a speaker on the topic of surpassing personal limits. He channels his athletic pursuits into purpose-driven challenges, raising significant funds for charitable causes, notably for cystic fibrosis research, and actively shares his journey on his personal blog.

Fabrice holds two world records in trail running, both set in 2020.

Personality Overview

Critic

Information Seeker

Precise

They like to take decisions independently and do not seek others' support often.  Unless the value is proven by data, they are unlikely to value fancy features. It is very likely that they will negotiate pricing or other important terms.

Topics They Care About

Strategic Alliances
His entire career, currently at Kyndryl and previously at IBM, is focused on building and leading partnerships with the advisory and integration services ecosystem.
Ultra-Endurance
A dedicated ultra-trail runner, he competes in extreme endurance events and uses his passion to inspire others to push beyond their perceived limits.
Charitable Fundraising
He connects his passion for sports with philanthropy, organizing solidarity challenges like running 160km on a treadmill to raise funds for medical research.

Media Appearances

FABRICE has no verified media appearances

Work History

11-2021
Business Development & Parnership Leader at Kyndryl
1-2020 - 10-2021
Mission complementaire : Directeur de l'Academy at IBM - Services d'Infrastructure
1-2018 - 10-2021
Business Development & Parnership Leader at IBM Services d'Infrastructure
7-2016 - 12-2017
Responsable Relation Cabinets de Conseil, IBM Cloud France at IBM France - Cloud
7-2015 - 6-2017
Cloud Channel Leader at IBM France

Education

1990 - 1991
High School from SKEMA Business School
1989 - 1990
DESS from DESS en Génie Industriel

More Information

Social Presence :

Prographics :

Exp : 33 Location : Greater Paris Metropolitan Region, France Job Level : Senior Designation : Business Development & Parnership Leader at Kyndryl
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Insights For Selling To FABRICE

During A Call Or A Meeting

DO's

  • Be ready for penetrating questions and critical examination of your pitch
  • If you can, show them industry reports or analyst comments instead of sharing anecdotal stories
  • Keep some extra margin while sharing pricing, they are likely to negotiate later

DONT's

  • Don’t rush them till they have clearly gotten all the necessary information
  • Don’t try to give too many examples of other users, they like to make their own decisions
  • Don’t try too hard to build a relationship with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with FABRICE is

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

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

Insights For Deal Planning

    How fast (or slow) will FABRICE move?

  • Their decision-making is neither very fast nor very slow, they are somewhere in between.
  • Can FABRICE take some risk or not?

  • They can take risks if their analysis shows that it would be worth it.

You And FABRICE

Personality Compatibility


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