Steve Wagstaff

Questioner
DISC Type : c

Senior Vice President, Enterprise Presales at OpenText

Detroit Metropolitan Area, United States

Overview

Steve Wagstaff is the Senior Vice President of Enterprise Presales at OpenText, where he has held leadership roles for over two decades. He leads a global team focused on innovating sales methodologies and maximizing customer value. Colleagues describe him as inspiring, strategic, passionate, and driven by an incredible work ethic.

He pioneered and built the Value Engineering discipline at OpenText from the ground up through sheer determination and unwavering belief in its importance.

Personality Overview

Cautious & Analytical

Value Seeker

Systematic

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  They are more likely than others to negotiate on pricing and terms. They prefer to analyze every situation thoroughly.


Topics They Care About

Presales Transformation
He focuses on evolving sales from product demos to collaborative workshops that address business inefficiencies and deliver a high return on customer experience.
Value Realization
A core focus of his strategy is turning benefit promises into tangible case studies, a principle he established by building the company's Value Engineering discipline.
AI Foundations
He advocates that winning the race to embrace AI requires building on a strong, reliable, and accurate information management foundation.

Media Appearances

Steve has no verified media appearances

Work History

7-2021
Senior Vice President, Enterprise Presales at OpenText
7-2015 - 6-2021
Vice President, Worldwide Solution Consulting (Presales) at OpenText
8-2013 - 6-2015
Vice President of Sales, South Central Region at OpenText
2-1997 - 2-1998
Regional Sales Director at Campbell Services, Incorporated (OnTime Software)

Education

Education details unavailable from Lawrence Technological University

More Information

Social Presence :

Prographics :

Exp : 13 Location : Detroit Metropolitan Area, United States Job Level : Leadership Designation : Senior Vice President, Enterprise Presales at OpenText
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Insights For Selling To Steve

During A Call Or A Meeting

DO's

  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Back up any claims with data and numbers
  • Emphasise more on facts and measurable benefits

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Avoid rushing them, be polite and patient

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Steve is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Steve

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Steve move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Steve take some risk or not?

  • They can take risk if they are convinced that they have analyzed the circumstances well.


You And Steve

Personality Compatibility


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