Scott Hensel

Captain
DISC Type : SD

Executive Vice President, Global Services and Delivery at Gartner

Stamford, Connecticut, United States

Overview

Scott is the Executive Vice President of Global Services and Delivery at Gartner, a role he has held since 2020. His background includes 14 years as a partner at McKinsey & Company, focusing on IT and industrial sectors. Scott earned his MBA from The Wharton School and a BS from Brown University.

During his time at Brown University, Scott was a member of the varsity football team. He appears to be a family man and has contributed personal updates, including the birth of his children, to his universitys alumni magazine.

Unique fact: He played college football while studying engineering as an undergraduate at Brown University.

Personality Overview

Long-Term Thinker

Dynamic But Sincere

Consummate Professional

They are very professional in their approach and can weigh multiple perspectives together.  They might take some time to make their mind up but once they do, they don't change it easily. Reading between the lines and seeing beyond your words comes naturally to them.

Topics They Care About

Client Value Delivery
His recent communications emphasize strengthening the value delivered to clients and helping them navigate complexities.
IT Executive Strategy
He is heavily involved in Gartner's IT Symposiums, which are focused on providing actionable insights for CIOs and IT leaders.
Leadership Development
A key focus for him is bringing together Gartner's global leaders to align on goals and strategies for client support.

Media Appearances

Scott Hensel, Gartner Inc: Profile and Biography. Featured in Bloomberg

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Work History

11-2020
Executive Vice President, Global Services and Delivery at Gartner
10-2017 - 11-2020
Executive Vice President, Global Consulting at Gartner
5-2016 - 10-2017
President, Terex Services, Parts and Customer Solutions at Terex Corporation
8-2015 - 5-2016
Vice President and Managing Director, Terex Utilities and Services at Terex Corporation
3-2014 - 8-2015
Vice President and General Manager, Terex Services at Terex Corporation

Education

1998 - 2000
MBA from The Wharton School
1990 - 1994
Bachelor of Science - BS from Brown University

More Information

Social Presence :

Prographics :

Exp : 25 Location : Stamford, Connecticut, United States Job Level : Leadership Designation : Executive Vice President, Global Services and Delivery at Gartner
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Insights For Selling To Scott

During A Call Or A Meeting

DO's

  • Use phrases like 'your team deserves', 'best in class' etc.
  • Come across as a trustworthy professional and be respectful, they usually know their game
  • During followups, use phone or text if needed, they should be fine

DONT's

  • Avoid putting conscious effort into relationship-building
  • Don't get into pricing discussions early on, steer conversation towards proven results
  • Don't take their patience for granted, avoid long-winding sermons

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Scott is

  • Strong proof of impact and their conviction will matter the most, but they wouldn't want to act unilaterally either
  • Will you ever get a clear answer from Scott

  • They will say no if they are not convinced but you will have to prompt them.

Insights For Deal Planning

    How fast (or slow) will Scott move?

  • They will want to understand things well but can move fast once they have a clear picture.
  • Can Scott take some risk or not?

  • They have good risk tolerance but are likely to think it through once or twice.

You And Scott

Personality Compatibility


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