Guy Pensa

Judge
DISC Type : Dc

Executive Vice President, North America at Gathid | Gathered Intelligence

Ottawa, Ontario, Canada

Overview

Guy Pensa is the Executive Vice President for North America at Gathid, specializing in Enterprise Authority Assurance. With decades of experience, including founding ChalkIT, he is a leading expert in identity infrastructure and security architecture. People often describe him as knowledgeable, helpful, and a technical expert.

He was a "Trainer of Trainers" at Netscape, specializing in Directory (LDAP) and Messaging Server.

Personality Overview

Objective Thinker

Fast But Wary

Generally Skeptic

They put a lot of effort into ensuring personal success.  They do not care very much about building rapport or relationships. They prefer to move quickly, and expect the same from others.

Topics They Care About

Enterprise Authority
He is pioneering the concept of Enterprise Authority Assurance at Gathid, focusing on how executable permissions, not just identity, create risk.
Identity Infrastructure
He has nearly three decades of hands-on experience designing, implementing, and operating critical identity and access management environments for large enterprises.
Enterprise Integration
He believes the patterns from enterprise integration, like ESBs and service orchestration, are becoming relevant again for solving today's complex access challenges.

Media Appearances

Guy has no verified media appearances

Work History

9-2025
Executive Vice President, North America at Gathid | Gathered Intelligence
10-2024 - 7-2025
Senior Technical Evangelist at Portage CyberTech
9-2022 - 4-2024
Senior Technology Specialist at Deloitte
7-2022 - 7-2023
Global Advisor, SME at Crown Castle
10-2019 - 12-2020
Solutions Architect, SME at ANZ

Education

Guy has no verified education history

More Information

Social Presence :

Prographics :

Exp : N/A Location : Ottawa, Ontario, Canada Job Level : Leadership Designation : Executive Vice President, North America at Gathid | Gathered Intelligence
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Insights For Selling To Guy

During A Call Or A Meeting

DO's

  • Help them weigh the risks by sharing objective proof points without becoming too analytical
  • Get to the point quickly instead of spending time doing small talk
  • Hold your ground without indulging in one-upmanship

DONT's

  • Don't try too hard to forge relationships with them
  • Avoid being a storyteller and don’t try to oversell
  • Do not back off when challenged, respond with a confident, objective answer instead

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Guy is

  • Confidence in impact is paramount to them, followed by a sense of achievement and ROI.
  • Will you ever get a clear answer from Guy

  • If they are not convinced, they will have no hesitation in telling you the same.

Insights For Deal Planning

    How fast (or slow) will Guy move?

  • If convinced, they can reach decisions quite fast.
  • Can Guy take some risk or not?

  • They do not shy away from taking risks, but can be quite binary about them.

You And Guy

Personality Compatibility


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