Prof. Dr. Fernando Gotti

Critic
DISC Type : C

Diretor Regional at Universidade Paulista

Brazil

Overview

Prof. Dr. Fernando Gotti is a highly experienced academic leader with over 25 years in education, currently serving as the Regional Director for Universidade Paulista. His expertise is in IT and IT Management, backed by a Ph. D. in Production Engineering, and he has been a Campus Director in São José dos Campos since 1999.

His interests point towards enterprise technology, with a focus on companies like IBM and Cisco, reflecting his deep background in Information Technology and Computer Science.

He is an official evaluator for INEP/MEC, contributing to the quality assessment of higher education institutions in Brazil since 2018.

Personality Overview

Negotiator

Critic

Precise

They enjoy working alone and do not rely on others very often.  It is very likely that they will negotiate pricing or other important terms. They prefer to do logical analysis and value evidence over emotions.

Topics They Care About

Higher Education Leadership
With over two decades of experience as a Campus and Regional Director, he has a long history of academic administration.
Educational Quality Standards
As an official evaluator for INEP/MEC since 2018, he is directly involved in assessing and upholding national educational standards.
Academic Program Growth
He showed great enthusiasm for his university's new Medicine course, highlighting his focus on expanding academic offerings.

Media Appearances

Prof. has no verified media appearances

Work History

2-2001
Diretor Regional at Universidade Paulista
2-1999
Coordenador de Ciência da Computação at Universidade Paulista
3-1992
Professor de Ensino Superior at Universidade Paulista
2-1996 - 5-1997
Analista de Desenvolvimento SW at Laboratório Delboni Auriemo
3-1984 - 5-1989
Professor at Colégio Objetivo

Education

2009 - 2013
Doutor em Engenharia de Produção from Universidade Paulista
1998 - 2000
Mestrado em Engenharia de Produção from Universidade Paulista

More Information

Social Presence :

Prographics :

Exp : 37 Location : Brazil Job Level : N/A Designation : Diretor Regional at Universidade Paulista
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Insights For Selling To Prof. Dr. Fernando

During A Call Or A Meeting

DO's

  • Don’t forget to mention how you compare to competition on both features and pricing
  • If you can, show them industry reports or analyst comments instead of sharing anecdotal stories
  • Use phrases like ‘expect X% improvement’, ‘data clearly shows’ etc.

DONT's

  • Don't give superficial answers, they are easily rattled by them
  • Avoid pushing them too much to involve other stakeholders unless it is critical
  • Avoid phrases like ‘trust me’, ‘others just love’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Prof. Dr. Fernando is

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

  • 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 Prof. Dr. Fernando move?

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

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

You And Prof. Dr. Fernando

Personality Compatibility


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