Manuel Guzzetti

Questioner
DISC Type : c

Sales Director Government, Defense, Latin America, The Caribbean & Spain at Tomorrow.io

United States

Overview

Manuel Guzzetti is a senior sales executive with 25 years of experience in B2B technology, specializing in ERP, SaaS, and business intelligence. He currently leads sales for government and defense sectors in Latin America, the Caribbean, and Spain at Tomorrow. io, focusing on strategic growth.

Based on his professional focus, Manuel shows a keen interest in the energy sector, particularly in demand forecasting for energy and gas. He actively shares insights and news related to energy solutions and innovations within the industry, including developments in solar power.

He has a successful track record of establishing and expanding the presence of major software companies, like Coupa and Tomorrow. io, within the Latin American market.

Personality Overview

Value Seeker

Cautious & Analytical

Price-Sensitive

They are more likely than others to negotiate on pricing and terms.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

Latin American Markets
His career includes multiple roles focused on developing new customers and establishing company presence across Latin America for firms like Coupa, SAP, and Tomorrow. io.
Energy Forecasting
Previously worked as Director of Sales for Yes Energy, focusing on load forecasting solutions, and has posted about energy demand forecasting for markets like Peru.
Weather Intelligence
His current role at Tomorrow. io involves providing innovative weather intelligence solutions to government and defense organizations to help them make actionable decisions.

Media Appearances

Manuel has no verified media appearances

Work History

3-2025
Sales Director Government, Defense, Latin America, The Caribbean & Spain at Tomorrow.io
1-2019 - 3-2025
Director of Sales South America and The Caribbean at Yes Energy | TESLA Forecasting Solutions
1-2017 - 12-2018
Independent Consultant at Self-employed
5-2015 - 12-2016
Sales Manager at SAP
8-2013 - 4-2015
Sales Director, Latin America at Coupa Software

Education

1976 - 1982
Bachelor's degree from St John´s

More Information

Social Presence :

Prographics :

Exp : 28 Location : United States Job Level : Mid-senior Designation : Sales Director Government, Defense, Latin America, The Caribbean & Spain at Tomorrow.io
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Insights For Selling To Manuel

During A Call Or A Meeting

DO's

  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Back up any claims with data and numbers
  • If you have a lower priced product compared to the competition, call out the same

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t overhype the product/pitch, keep it measured
  • Don’t try to be too friendly or informal with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Manuel 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 Manuel

  • 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 Manuel move?

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

  • Can Manuel take some risk or not?

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

You And Manuel

Personality Compatibility


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