Paulo Passos

Critic
DISC Type : C

Head of ITS Infrastructure and Workplace Services for Latam at Sanofi

São Paulo, São Paulo, Brazil

Overview

Paulo has no verified overview

Personality Overview

Critic

Objective Thinker

Precise

Unless the value is proven by data, they are unlikely to value fancy features.  They like to do things independently and don’t look for support from others. It is very likely that they will negotiate pricing or other important terms.

Topics They Care About

Paulo has no verified topics they care about

Media Appearances

Paulo has no verified media appearances

Work History

10-2018
Head of ITS Infrastructure and Workplace Services for Latam at Sanofi
2-2016 - 9-2018
Service Delivery Manager for Latin America at Sanofi
4-2015 - 1-2016
Global IT Manager at Unilever
9-2011 - 3-2015
IT Manager for Americas at Unilever
8-2009 - 8-2011
IT Innovation Manager for Americas at Unilever

Education

2008 - 2010
MBA from FGV - Fundação Getulio Vargas
1997 - 2000
Bachelor from Pontifícia Universidade Católica de São Paulo

More Information

Social Presence :

Prographics :

Exp : 16 Location : São Paulo, São Paulo, Brazil Job Level : Mid-senior Designation : Head of ITS Infrastructure and Workplace Services for Latam at Sanofi
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Insights For Selling To Paulo

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

  • Don’t try too hard to build a relationship with them
  • Avoid pushing them too much to involve other stakeholders unless it is critical
  • Don’t try to give too many examples of other users, they like to make their own decisions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Paulo is

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

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

Insights For Deal Planning

    How fast (or slow) will Paulo move?

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

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

You And Paulo

Personality Compatibility


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