Gonzalo Usandizaga

Questioner
DISC Type : c

SVP Sales for Opentext at OpenText

Dubai, United Arab Emirates

Overview

Gonzalo Usandizaga is the SVP of Sales at OpenText, leveraging over 25 years of experience from roles at IBM, HP, and Micro Focus. He specializes in leading international sales teams across EMEA and LATAM, focusing on go-to-market strategy for IT operations and application delivery management. He is a graduate of Harvard Business School.

Originally from Spain, Gonzalo has been fascinated by technology from a young age. He values integrity and respect, principles learned early in his career that have guided him since. He has lived and worked in various locations, including Madrid and Dubai, managing business across more than 95 countries.

At age 29, he launched the startup Vignette in Iberia, growing it into the most successful content management player in EMEA.

Personality Overview

Price-Sensitive

Cautious & Analytical

Not Easily Convinced

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  They prefer to do thorough analysis of any situation. They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

AI in Service Management
Frequently posts about OpenText's AI, "Aviator, " and its role in improving HR and IT operations, aiming to unleash AI value for employees and customers.
Go-to-Market Strategy
His current role and past leadership positions at Micro Focus have focused on building and leading go-to-market strategies for IT and Application Delivery Management.
Customer Excellence
A recent leadership offsite he hosted had the explicit goal of delivering customer excellence and sustainable growth, a theme consistent throughout his career.

Media Appearances

Gonzalo has no verified media appearances

Work History

7-2023
SVP Sales for Opentext at OpenText
11-2022 - 7-2023
WW ITOM GTM BU Leader at Microfocus at MicroFocus
11-2020 - 11-2022
President of Sales Micro Focus International ( EMEA + LATAM ) at Micro Focus
12-2019 - 11-2020
VP & GM Emerging & Growth Markets at Micro Focus
9-2017 - 12-2019
VP & GM Emerging Markets at Micro Focus

Education

2011 - 2011
Curso from Harvard Business School
1991 - 1996
Education details unavailable from ESIC Business & Marketing School

More Information

Social Presence :

Prographics :

Exp : 12 Location : Dubai, United Arab Emirates Job Level : Leadership Designation : SVP Sales for Opentext at OpenText
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Insights For Selling To Gonzalo

During A Call Or A Meeting

DO's

  • Tell them that you will come back if you don’t have a good answer for a question
  • If you have a lower priced product compared to the competition, call out the same
  • Share as much information as possible regarding your product

DONT's

  • Don’t try to be too friendly or informal with them
  • Don’t overhype the product/pitch, keep it measured
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Gonzalo is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Gonzalo

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Gonzalo move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Gonzalo take some risk or not?

  • They can take some risk if they are confident that they have analyzed the circumstances well.


You And Gonzalo

Personality Compatibility


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