Stefano Martinotti

Inquirer
DISC Type : dc

Strategic Advisor at TGA

Melbourne, Victoria, Australia

Overview

Stefano is a strategic advisor and former McKinsey Partner with 30 years of global experience leading large-scale digital transformations. Described by colleagues as clever, loyal, and dedicated, he holds an MBA from the University of Cambridge and has a deep focus on technology-led innovation and advising CEOs of high-potential tech companies.

He has participated in the launch and scaling of over 50 digital ventures across the Americas, Europe, Africa, and Asia.

Personality Overview

Judgemental

Upfront

ROI Conscious

They can be nudged to make faster decisions by offering what they value.  They care equally about the product and its potential impact. They respond well to confident salespeople.

Topics They Care About

Generative AI Scaling
Recently spoke on a panel about the need for organizations to holistically integrate and scale GenAI across their operations.
Digital Venture Building
Has hands-on experience participating in the launch and scaling of more than 50 digital ventures globally.
AI-Driven Training
Shared his view that AI is a game-changer in the world of training and capability building, praising its customisation and speed.

Media Appearances

Stefano has no verified media appearances

Work History

1-2026
Strategic Advisor at TGA
9-2023 - 12-2025
Partner at McKinsey & Company
1-2019 - 8-2023
Partner at McKinsey & Company
8-2016 - 12-2018
Partner at McKinsey & Company
1-2012 - 7-2016
Partner at McKinsey & Company

Education

2004 - 2005
MBA from University of Cambridge
11-1989 - 3-1995
MSc from Alma Mater Studiorum – Università di Bologna

More Information

Social Presence :

Prographics :

Exp : 27 Location : Melbourne, Victoria, Australia Job Level : N/A Designation : Strategic Advisor at TGA
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Insights For Selling To Stefano

During A Call Or A Meeting

DO's

  • Get to the point quickly instead of spending too much time on pleasantries
  • Highlight the competitive differentiation of your product
  • Ask them questions confidently while doing discovery, don’t be apologetic

DONT's

  • Don’t try to be an alpha salesperson, give them equal space
  • Avoid long winding pitches, stay objective
  • Do not give up if they are not convinced, try again with a different approach

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Stefano is

  • Conviction in the product matters to them, followed by proof points and strong testimonials.
  • Will you ever get a clear answer from Stefano

  • They may not be very forthcoming, but they will say no if needed.

Insights For Deal Planning

    How fast (or slow) will Stefano move?

  • They are neither the fastest decision makers nor the slowest.
  • Can Stefano take some risk or not?

  • They can take risks but after weighing up the pros and cons.

You And Stefano

Personality Compatibility


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