Paul Guthrie

Energizer
DISC Type : I

Regional Sales Director - Digital & Analytics Practice at HCL Australia Services PTY Limited

Greater Melbourne Area, Australia

Overview

Paul is a strategic enterprise sales leader with over 25 years of experience driving multi-million dollar digital transformation programs for government and enterprise clients in the APAC region. He specializes in complex deals across cloud, data, and AI platforms, engaging with C-suite stakeholders.


At HCL, he grew a business line from zero to over $39M in revenue, delivering programs that have impacted more than one million citizens.

Personality Overview

Full Of Energy

Big Picture Person

Enthusiastic

Unlike C or D types, they are vocal with their opinions but not so much with their questions.  They are always positive and upbeat, so take their promises with a pinch of salt. They are friendly, approachable and love to make new connections.

Topics They Care About

Large-Scale Transformation
He focuses on originating and closing complex, multi-year transformation programs valued between $20M and $100M for enterprise and government clients.
Citizen-Centric Solutions
He is passionate about delivering solutions for government agencies that modernize technology and directly improve services for over a million citizens.
Cloud & Data Platforms
His expertise involves helping organizations modernize technology platforms, improve efficiency, and unlock new digital capabilities through cloud and data solutions.

Media Appearances

Paul has no verified media appearances

Work History

5-2019
Regional Sales Director - Digital & Analytics Practice at HCL Australia Services PTY Limited
8-2018 - 5-2019
Account Director at ASG Group
8-2017 - 8-2018
Senior Director - Business Development, Sales APAC at Hexaware Technologies
5-2016 - 7-2017
Business Development Manager at Huawei Technologies
2013 - 4-2016
Business Development at Tech Mahindra

Education

Education details unavailable from Victoria University

More Information

Social Presence :

Prographics :

Exp : 21 Location : Greater Melbourne Area, Australia Job Level : Mid-senior Designation : Regional Sales Director - Digital & Analytics Practice at HCL Australia Services PTY Limited
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Insights For Selling To Paul

During A Call Or A Meeting

DO's

  • Talk about their team and how your product will help them do things better and easier
  • Use adjectives like ‘amazing’, ‘coolest’, ‘unbelievable’ etc.
  • Use phrases like ‘people will love’, ‘massive impact’ etc.

DONT's

  • Don’t be too formal, focus on building comfort and trust
  • Avoid overloading them with too much detail
  • Avoid cutting into their flow

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Paul is

  • Relationship and rapport can play an important role, sometimes more than the other factors.
  • Will you ever get a clear answer from Paul

  • They will probably never say no directly, you have to make that decision yourself.

Insights For Deal Planning

    How fast (or slow) will Paul move?

  • They are not the quickest decision makers, their friendly attitude could be misleading.
  • Can Paul take some risk or not?

  • They can take certain risks that are unlikely to have personal consequences.

You And Paul

Personality Compatibility


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