Ángel Cancelo Guerra

Critic
DISC Type : C

Head of Global Enterprise Sales at FIS

Greater Madrid Metropolitan Area, Spain

Overview

Ángel Cancelo Guerra is a motivational leader with over 20 years of experience in the IT industry, focusing on the telco, banking, and retail sectors. As the Head of Global Enterprise Sales at FIS, he excels at converting market requirements into customer solutions. He holds an MBA and a business globalization certificate from IESE Business School.

Colleagues have described him as proactive and honest, a driver who pushes the entire company forward.

He has a keen interest in the intersection of technology and economics, particularly how digitalization can be managed to create a new era of shared prosperity.

Personality Overview

Negotiator

ROI Driven

Precise

They prefer to do logical analysis and value evidence over emotions.  They enjoy working alone and do not rely on others very often. They are quite likely to negotiate on pricing or other key terms.

Topics They Care About

Digital Payments
Actively tracks the evolution of instant payments and the adoption of universal payment solutions to simplify online shopping for consumers.
Fintech Growth
Follows the trajectory of digital challenger banks and their path to profitability, seeing them as key indicators of the market's evolution.
Digital Identity
Focuses on the importance of secure and simplified digital identification, especially following regulations like GDPR and DPA.

Media Appearances

Ángel has no verified media appearances

Work History

1-2019
Head of Global Enterprise Sales at FIS
6-2015 - 1-2019
Senior Sales Manager at Ingenico Group
3-2012 - 3-2015
Marketing & Product Management Director at Spire Payments
5-2010 - 3-2015
Retail Sales Manager at Spire Payments
5-2010 - 8-2011
Retail Sales Manager Spain&Portugal at Hypercom

Education

GLOBE Globalization of Business Enterprise from IESE Business School
2010 - 2012
Master in Business Administration from MBA UNED

More Information

Social Presence :

Prographics :

Exp : 21 Location : Greater Madrid Metropolitan Area, Spain Job Level : Mid-senior Designation : Head of Global Enterprise Sales at FIS
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Insights For Selling To Ángel

During A Call Or A Meeting

DO's

  • Be ready to answer many clarity-seeking questions and requests for information
  • If you can, show them industry reports or analyst comments instead of sharing anecdotal stories
  • Don’t forget to mention how you compare to competition on both features and pricing

DONT's

  • Avoid pushing them too much to involve other stakeholders unless it is critical
  • Don’t rush them till they have clearly gotten all the necessary information
  • 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 Ángel is

  • Strong evidence of ROI, effective pricing, and proven data points matter the most to them.
  • Will you ever get a clear answer from Ángel

  • It is not very hard for them to say no if they are not convinced about the decision.

Insights For Deal Planning

    How fast (or slow) will Ángel move?

  • They are neither the fastest nor the slowest decision makers, they are somewhere in the middle.
  • Can Ángel take some risk or not?

  • They can bear some risk if their analysis backs the decision.

You And Ángel

Personality Compatibility


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