Michael Smetana

Critic
DISC Type : C

Managing Director at HP

Austria

Overview

Michael Smetana is the Managing Director of HP Austria, bringing over thirty years of experience in various international leadership roles within the company. An engineer by training with executive education from Harvard, he is currently focused on leveraging AI in the workplace and guiding customers through their digital transformation.

His long and successful career was sparked by a fascination with HP technology, starting with an HP calculator in his college days. This enduring passion for innovation in computing and printing has been a consistent theme throughout his professional life, bridging his technical background with forward-looking market strategies.

He transitioned from supervising construction for the Vienna Underground to becoming the Managing Director of HP in Austria.

Personality Overview

Negotiator

Information Seeker

Precise

They like to do things independently and don’t look for support from others.  They choose to analyze logically and value facts to emotions. Unless the value is proven by data, they are unlikely to value fancy features.

Topics They Care About

AI in the Workplace
He recently launched the "HP AI Report 2025, " providing data and insights on the adoption and perception of AI in the Austrian workplace, a topic he frequently discusses publicly.
Business Sustainability
Actively promotes HP's Amplify Impact Program and emphasizes sustainability across the entire product lifecycle, from design and recycled materials to energy-efficient use and proper disposal.
Digital Transformation
A core part of his role involves guiding partners and customers through their digital transformation journeys, a focus he has maintained across multiple leadership positions at HP.

Media Appearances

Michael has no verified media appearances

Work History

10-2020
Managing Director at HP
4-2019 - 10-2020
Global Head of Marketing Operations, Graphics Solutions Business at HP
5-2016 - 4-2019
Head of Marketing, Graphics Solutions Business, EMEA at HP
10-1988 - 4-1991
CAD Sales Specialist at Technodat
6-1987 - 9-1988
Construction Supervisor at Wibeba Holding Gmbh

Education

Accelerated Leadership Development Program from Harvard Business School Executive Education
Marketing Effectiveness from Brand Learning

More Information

Social Presence :

Prographics :

Exp : 13 Location : Austria Job Level : Mid-senior Designation : Managing Director at HP
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Insights For Selling To Michael

During A Call Or A Meeting

DO's

  • Keep some extra margin while sharing pricing, they are likely to negotiate later
  • Don’t forget to mention how you compare to competition on both features and pricing
  • Be ready to answer many clarity-seeking questions and requests for information

DONT's

  • Avoid pushing them too much to involve other stakeholders unless it is critical
  • Don’t try too hard to build a relationship with them
  • Don't give superficial answers, they are easily rattled by them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Michael is

  • Proven ROI, pricing and objective proof points are the factors that sway their decision.
  • Will you ever get a clear answer from Michael

  • They are comfortable saying no if they are convinced that it is the correct decision.

Insights For Deal Planning

    How fast (or slow) will Michael move?

  • Their decision-making is neither very fast nor very slow, they are somewhere in between.
  • Can Michael take some risk or not?

  • They can take risks if their analysis shows that it would be worth it.

You And Michael

Personality Compatibility


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