Walter Varandas

Reviewer
DISC Type : Ci

Sales Executive (Channel - Computing Business) at HP

Brazil

Overview

Walter Varandas is a seasoned sales executive at HPs Personal Systems Division with over 19 years of experience in the IT industry, specializing in channel development and strategic alliances. Colleagues describe him as highly qualified, committed, and reliable. He holds an MBA and a degree in Electronic Engineering.

Outside of his professional commitments, Walter is known for being a high-quality and fantastic friend. He maintains a strong interest in the evolution of major technology corporations like IBM and GE, reflecting his deep passion for the industry.

He was recognized as a Sales Champion for five consecutive years early in his career at Lexmark.

Personality Overview

Late Adopter

Persuasive & Assertive

Challenger

They are generally strong communicators and are not easy to convince.  They often ask many questions and rely heavily on information and documentation. They can sound friendly and charming but can quickly change gears to become inquisitive and probing.

Topics They Care About

AI Business Solutions
Recently presented HP's AI solutions to clients and earned a certification in AI Fundamentals, showing a strong focus on this emerging technology.
IT Channel Strategy
Possesses deep expertise in B2B channel development and management for hardware, software, and services, a consistent theme throughout his career at HP and Samsung.
Strategic Partnerships
Focuses on building strong client relationships, recently hosting major partners like Bradesco to showcase innovative solutions and strengthen alliances.

Media Appearances

Walter has no verified media appearances

Work History

11-2018
Sales Executive (Channel - Computing Business) at HP
11-2016 - 10-2018
Sales Executive (MPS Division) at HP
8-2015 - 4-2016
Key Account Executive (B2B - Mobile Division) at Samsung Electronics
1-2013 - 8-2015
Channel Manager (Enterprise Business Division) at Samsung Electronics
1-2012 - 12-2012
Territory Manager -South Region (Enterprise Business Division) at Samsung Electronics

Education

1999 - 2001
Master of Business Administration (MBA) from ESPM
1991 - 1996
Engenharia Eletrônica from Universidade Presbiteriana Mackenzie

More Information

Social Presence :

Prographics :

Exp : 24 Location : Brazil Job Level : N/A Designation : Sales Executive (Channel - Computing Business) at HP
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Insights For Selling To Walter

During A Call Or A Meeting

DO's

  • Invite them for a social do but don’t rely solely on the relationship
  • Focus on immediate action-items rather than the larger goals
  • Be prepared for a lot of questions, answer them objectively

DONT's

  • Don’t brush off any concerns, take all questions seriously
  • Don’t try to rush them into a decision, provide all necessary information first
  • Avoid making offhand commitments

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Walter is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Walter

  • They are practical yet friendly, don’t expect a clear no very often.

Insights For Deal Planning

    How fast (or slow) will Walter move?

  • They like to analyze well and can take their time to reach any decisions.
  • Can Walter take some risk or not?

  • They systematically evaluate all decisions and are unlikely to take many risks.

You And Walter

Personality Compatibility


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