Karen Gutknecht

Inquirer
DISC Type : dc

Partner Sales Manager Australia & NZ at Informatica

Sydney, New South Wales, Australia

Overview

Karen Gutknecht is the Partner Manager for Australia & New Zealand at Informatica, with extensive experience in channel development and sales at Sophos and Ingram Micro. Colleagues describe her as passionate, professional, and strategic, with expertise in data management and cybersecurity, holding a certification in Microsoft Licensing.

She is known as a happy, outgoing, and collaborative professional who is an absolute delight to work with. People who have worked with her highlight her infectious laugh and her ability to win over colleagues, partners, and customers with her positive approach.

Karen possesses masterful networking and negotiation skills that enable her to consistently achieve success and build strong relationships.

Personality Overview

ROI Conscious

Hard To Convince

Demanding

They respond well to confident salespeople.  They don’t always try to control the conversation but neither do they like yielding it fully. They focus on objectivity in a pitch and pay little attention to bells and whistles.

Topics They Care About

AI Transformation
Actively promotes building strong data foundations as the first step for any organization serious about its AI journey, based on her recent professional posts.
Channel Partner Success
Her career is dedicated to partner management. She frequently celebrates partner achievements, such as Venn Consulting being named APAC Partner of the Year.
Data Modernization
Advocates for modernizing data platforms to enable AI adoption at scale, leveraging her company's leadership in the data integration space.

Media Appearances

Karen has no verified media appearances

Work History

1-2024
Partner Sales Manager Australia & NZ at Informatica
7-2020 - 1-2024
Channel Development Manager - Cyber Security at Ingram Micro
8-2019 - 7-2020
National Channel Account Executive at Sophos
3-2017 - 8-2019
Business Development Manager - National Key Accounts at Ingram Micro
3-2014 - 2-2017
Business Development Manager - Veeam at Ingram Micro

Education

1993 - 1994
Certification of Business from Careers Business College
1986 - 1991
Higher School Certificate from South Sydney High School

More Information

Social Presence :

Prographics :

Exp : 24 Location : Sydney, New South Wales, Australia Job Level : Middle Designation : Partner Sales Manager Australia & NZ at Informatica
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Insights For Selling To Karen

During A Call Or A Meeting

DO's

  • Ask them questions confidently while doing discovery, don’t be apologetic
  • Make sure that you you respond to any queries from them quickly
  • Refer to testimonials from others in similar positions

DONT's

  • Do not give up if they are not convinced, try again with a different approach
  • Don’t expect them to change their mind quickly if they say no once
  • Don't try too hard to get friendly, let it happen with time

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Karen is

  • Confidence in the product plays an important role, followed by powerful testimonials.
  • Will you ever get a clear answer from Karen

  • They might hesitate a little, but they will say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Karen move?

  • They are neither the fastest decision makers nor the slowest.
  • Can Karen take some risk or not?

  • Once they have analyzed the pros and cons, they can take some risks.

You And Karen

Personality Compatibility


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