German Urrunaga

Critic
DISC Type : C

Country Manager - Perú at IPCOM

Peru

Overview

German Urrunaga is the Country Manager for IPCOM in Peru, bringing extensive experience in B2B sales, business development, and customer experience. He is an IE Business School MBA graduate and a FinTech-certified executive. Colleagues describe him as a high-level strategic leader with exceptional skills in managing interpersonal and inter-company relationships.

German is a strong advocate for leveraging technology, like generative AI, to enhance human interaction rather than replace it. He believes in creating a "virtuous circle" that improves both customer and employee experiences, emphasizing the importance of a healthy and positive corporate culture in achieving business success.

Unique fact: He is the co-founder and a board director for Enersuez, showcasing his entrepreneurial experience alongside his corporate leadership roles.

Personality Overview

Negotiator

Critic

ROI Driven

They like to take decisions independently and do not seek others' support often.  They prefer to analyze logically and value objective facts over emotions. It is very likely that they will negotiate pricing or other important terms.

Topics They Care About

Human-Centric AI
In interviews, he emphasizes that generative AI should complement the human experience and interrelation, not replace it, focusing on augmenting employee capabilities.
Customer Experience Strategy
A core theme of his career, he recently led the "LÍDERES CX Chile 2024" event and focuses on creating personalized, omnichannel customer journeys.
Digital Transformation
He advocates for a consultative approach to help clients navigate their digital transformation by integrating AI, automation, and data analytics.

Media Appearances

German has no verified media appearances

Work History

9-2025
Country Manager - Perú at IPCOM
3-2012
Co-Founder and Board Director at Enersuez
1-2025 - 7-2025
Gerente General at Abai Perú
1-2024 - 12-2024
Director Comercial & Marketing at Entel Connect Center
5-2023 - 2-2024
Partner Advisor at Close2u - Innovación digital para empresas

Education

9-2002 - 12-2002
International MBA Exchange Program from UCLA Anderson School of Management
9-2001 - 12-2002
International MBA from IE Business School

More Information

Social Presence :

Prographics :

Exp : 13 Location : Peru Job Level : Middle Designation : Country Manager - Perú at IPCOM
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Insights For Selling To German

During A Call Or A Meeting

DO's

  • Don’t forget to mention how you compare to competition on both features and pricing
  • Tell them what ROI they can expect
  • Be ready for penetrating questions and critical examination of your pitch

DONT's

  • Don’t try to give too many examples of other users, they like to make their own decisions
  • Avoid pushing them too much to involve other stakeholders unless it is critical
  • Don’t rush them till they have clearly gotten all the necessary information

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with German is

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

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

Insights For Deal Planning

    How fast (or slow) will German move?

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

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

You And German

Personality Compatibility


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