Paul Gilmore

Evaluator
DISC Type : scd

Enterprise Account Manager at HP New Zealand

Wellington, New Zealand

Overview

Paul is an experienced Enterprise Account Manager at HP New Zealand with a history in the IT industry, including roles at Fujitsu. He focuses on delivering modern, cyber-secure, and sustainable IT solutions, drawing from a broad base of experience in large-scale infrastructure projects.

His core professional mission is to deliver value by reducing the Total Cost of Ownership (TCO) for IT device fleets while simultaneously improving the end-user experience and overall business outcomes.

Unique fact: Paul attended both Massey University and Kapiti College.

Personality Overview

Fast But Analytical

Hard To Convince

Thorough Evaluator

They focus on the results, but can still be quite procedural and analytical about how to get there  They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical They are not very likely to become strong advocates of your product or service

Topics They Care About

Cybersecurity Resilience
He emphasizes HP's architecture of isolation as a guarantee of resilience in a challenging cybersecurity landscape, highlighting the importance of proactive defense over simple detection.
IT Fleet Management
His interest in optimizing device fleets is evident from his promotion of HP's Fleet Explorer, a tool designed for better management within the HP Workforce Experience Platform.
Reducing IT Costs
A primary focus of his role is reducing the Total Cost of Ownership (TCO) for clients, which involves managing, supporting, and maintaining IT devices efficiently.

Media Appearances

Paul has no verified media appearances

Work History

7-2009
Enterprise Account Manager at HP New Zealand
7-1991 - 4-2003
Enterprise Account Manager at Fujitsu
7-1983 - 7-1991
Enterprise Account Manager at ComputerLand

Education

Education details unavailable from Extra Mural Studies Massey University
Education details unavailable from Kapiti College

More Information

Social Presence :

Prographics :

Exp : 36 Location : Wellington, New Zealand Job Level : Middle Designation : Enterprise Account Manager at HP New Zealand
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Insights For Selling To Paul

During A Call Or A Meeting

DO's

  • Help them weigh the risks by sharing objective proof points instead of anecdotes and examples
  • Showcase your competitive superiority clearly when possible or address it at the minimum
  • Help them see both - the ‘big picture’ impact and the ROI of the investment

DONT's

  • Avoid inviting them for any social interactions until you have built some rapport with them
  • Avoid too much small talk, just a few formal pleasantries should be fine
  • Avoid self-deprecating references or general informality, it could decrease their trust in you

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Paul is

  • ROI matters the most to them, followed by process and finally proof of results
  • Will you ever get a clear answer from Paul

  • They might hesitate a little, but will go ahead and say no when necessary (or asked)

Insights For Deal Planning

    How fast (or slow) will Paul move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Paul take some risk or not?

  • They have relatively low risk-appetite and are not very likely to go for something unproven and risky

You And Paul

Personality Compatibility


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