Hernán Gabrieli

Questioner
DISC Type : c

Managing Partner at AI.XCEEDS

Milan, Lombardy, Italy

Overview

Hernán is a Venture Capitalist and the Managing Partner at AI. XCEEDS, focusing on AI-driven startups. With over 30 years of leadership in top consulting firms like EY, he has extensive experience in technology transformation. People who have worked with him describe him as a creative, dynamic, and visionary business leader.

Originally from Buenos Aires, where he earned his Computer Science degree, Hernán has built a distinguished international career. His professional journey has taken him from Argentina to Chicago and ultimately to Italy, where he has held senior leadership roles for several decades, complemented by an MBA from SDA Bocconi.

He began his career at Arthur Andersen, advising major clients in Latin America on the early challenges of IT governance and compliance.

Personality Overview

Not Easily Convinced

Systematic

Value Seeker

It is quite likely of them to ask for pricing or other concessions.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. They prefer to fully evaluate every situation.

Topics They Care About

AI Investment
As Managing Partner of AI. XCEEDS, he actively invests in and builds European AI-driven startups, emphasizing the importance of industrial discipline in governing AI's value.
Enterprise Transformation
His 30+ year career has focused on helping large enterprises across multiple industries capture value through strategic technology transformation and digital innovation.
Value Governance
A core part of his professional headline and mission is to bridge capital, innovation, and enterprise technology to help organizations achieve long-term value.

Media Appearances

Hernán has no verified media appearances

Work History

9-2025
Managing Partner at AI.XCEEDS
7-2018 - 6-2025
Senior Equity Partner | Technology Transformation | Servicenow | Energy Tech | Med Practice Leader at EY
5-2005 - 4-2018
Managing Director | Technology Risk | Servicenow | Practice Leader at Protiviti
7-2002 - 5-2005
Manager | IT Due Dilligence | Solution Leader at Deloitte
3-1995 - 7-2002
Manager | Technology | eBusiess | Supply Chain | Solution Leader at Arthur Andersen & Co.

Education

2004 - 2006
MBA from SDA Bocconi
1991 - 1995
Bachelor Computer Science from Instituto Tecnológico de Buenos Aires

More Information

Social Presence :

Prographics :

Exp : 30 Location : Milan, Lombardy, Italy Job Level : N/A Designation : Managing Partner at AI.XCEEDS
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Insights For Selling To Hernán

During A Call Or A Meeting

DO's

  • Back up any claims with data and numbers
  • Emphasise more on facts and measurable benefits
  • Tell them that you will come back if you don’t have a good answer for a question

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Avoid rushing them, be polite and patient
  • Don’t depend too much on anecdotal evidence, it reduces their confidence

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Hernán is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Hernán

  • 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 Hernán move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Hernán take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Hernán

Personality Compatibility


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