Owen Wheatley

Go-getter
DISC Type : d

Senior Managing Partner - Consulting at Gartner

United Kingdom

Overview

Owen Wheatley is a Senior Managing Partner at Gartner, focusing on maximizing the value of technology investments for financial services clients. A widely published thought leader and graduate of the University of Warwick, he is a Fellow of the Institute of Chartered Accountants with prior leadership roles at Virgin Money, ISG, and IBM.

He has a keen interest in sailing; he skippered a First Class 8 boat named Geronimo which won the Coronation Cup trophy.

An interesting fact is that Owen received the ISG Innovation Award for his groundbreaking work in helping a large financial institution capitalize on opportunities to grow revenue.

Personality Overview

Vision Oriented

Decisive

Fast-Paced

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. They respond well to confident salespeople.

Topics They Care About

Financial Services Tech
His entire career is focused on advising financial institutions on technology strategy, digital transformation, and operational excellence, as seen in his roles at Gartner and ISG.
Digital Transformation
He is a frequently published thought leader and speaker on topics like digital banking platforms, cloud adoption, and the impact of fintech on traditional banking.
Strategic Sourcing
This is a core area of his expertise, highlighted by his former role as Head of Technology Sourcing at Virgin Money and his advisory work with major organizations.

Media Appearances

Owen has no verified media appearances

Work History

2-2026
Senior Managing Partner - Consulting at Gartner
12-2024 - 2-2026
Head of Technology Sourcing at Virgin Money
9-2008 - 12-2024
Partner at ISG (Information Services Group)
1-2006 - 8-2008
Client Executive at IBM
5-1999 - 12-2005
Financial Sales Executive at IBM Global Financing

Education

1992 - 1995
BSc Hons from University of Warwick

More Information

Social Presence :

Prographics :

Exp : 26 Location : United Kingdom Job Level : N/A Designation : Senior Managing Partner - Consulting at Gartner
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Insights For Selling To Owen

During A Call Or A Meeting

DO's

  • Make sure that you you respond to any queries from them quickly
  • Be crisp while making the pitch
  • Ask them questions confidently while doing discovery, don’t be apologetic

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 to be an alpha salesperson, give them equal space

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Owen is

  • Conviction in the product matters to them, followed by proof points and strong testimonials.
  • Will you ever get a clear answer from Owen

  • They may not be very forthcoming, but they will say no if needed.

Insights For Deal Planning

    How fast (or slow) will Owen move?

  • Their decision making speed is somewhere in the middle.
  • Can Owen take some risk or not?

  • They can take risks but after weighing up the pros and cons.

You And Owen

Personality Compatibility


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