Sergio Elmor

Critic
DISC Type : C

Vice President, Go-To-Market, Strategic Markets at Kyndryl

São Paulo, São Paulo, Brazil

Overview

Sergio has no verified overview

Personality Overview

Critic

Negotiator

Precise

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

Topics They Care About

Sergio has no verified topics they care about

Media Appearances

Sergio has no verified media appearances

Work History

10-2023
Vice President, Go-To-Market, Strategic Markets at Kyndryl
10-2022 - 10-2023
Vice President, Cloud Practice, Strategic Markets at Kyndryl
10-2021 - 9-2022
Vice President, Account Management, Worldwide at Kyndryl
8-2020 - 11-2021
Vice President, Hybrid Cloud, IBM Services, Worldwide at IBM
1-2015 - 8-2020
Vice President, Infrastructure Services - Latin America at IBM

Education

1988 - 1990
Postgraduate studies from FGV - Fundação Getulio Vargas
1999 - 2000
Executive MBA ( from BSP in cooperation with University of Toronto ) from BSP - Business School São Paulo

More Information

Social Presence :

Prographics :

Exp : 33 Location : São Paulo, São Paulo, Brazil Job Level : Senior Designation : Vice President, Go-To-Market, Strategic Markets at Kyndryl
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Insights For Selling To Sergio

During A Call Or A Meeting

DO's

  • Don’t forget to mention how you compare to competition on both features and pricing
  • Be ready for penetrating questions and critical examination of your pitch
  • Use phrases like ‘expect X% improvement’, ‘data clearly shows’ etc.

DONT's

  • Avoid pushing them too much to involve other stakeholders unless it is critical
  • Don’t rush them till they have clearly gotten all the necessary information
  • 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 Sergio is

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

  • 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 Sergio move?

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

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

You And Sergio

Personality Compatibility


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