Giedrius Sulskis on Selling IT Services to the US
Why Fortune 500 Buyers Trust Horion Digital
When Giedrius Sulskis, Chief Sales Officer at Horion Digital, talks about selling complex cloud and AI solutions, he says something that explains his whole philosophy.
“People are always buying from people. Even in Fortune 500.”
His story begins far from global enterprises.
“In sixth grade I was playing handball. That is how I met the guy who later pulled me into tech.” He started out designing websites, switched roles with his friend, and suddenly became the one selling. “I sold before I even knew what selling was,” he jokes.
Today he helps Horion Digital deliver cloud data platforms and AI solutions to names like P&G and Johnson and Johnson. The work is deeply technical, but Giedrius learned the hard way that the pitch cannot be.
“Decision makers do not care about the tech at first. They care about the problem and the result.”
That shift changed everything. He stopped overwhelming clients with architecture diagrams and started showing the real business impact. One page. One problem. One outcome.
“The tech part is the third or fourth step. First you show that you actually understand them.”
Breaking into the US market required a different type of thinking.
“In the US they believe in the hype and in the vision. They want to move fast. They want to win.” Europe is another story.
“Europe moves slower. They want process. They want certainty. They want less risk.”
To sell into companies with ten thousand employees, relationships were more important than outreach. Giedrius explains it clearly.
“You will not reach a Fortune 500 buyer with one LinkedIn message. You reach them through people who already trust you.”
Horion Digital spent years building those partnerships. Today those partners open doors and stand beside them in pitches.
Even with warm intros, the real challenge is translating technical work for non technical audiences.
“You have to make data sexy,” he laughs. “If you sell cloud, you need to show why it matters for their business today, not for your architecture pride.”
The team uses AI heavily, but only in the areas where it makes sense.
“ChatGPT was the biggest breakthrough. Presentations, emails, proposals, you save hours. It lets us spend time on what matters, which is talking to clients.”
They are now building private GPTs trained on internal material.
“I want our people to ask one question and get everything they need from our knowledge base. That is the future.”
When he hires salespeople, the criteria is surprisingly simple.
“I look for approachability. I look for trustworthiness. And I look for positivity. You can teach everything else.”
Technical skill can be learned. Industry expertise can be learned. But the ability to connect and follow through cannot be faked.
His advice for young salespeople is blunt.
“You will have bad days. You will underperform. Do not hide it. Talk to your manager. Try new things. Read. Listen. Experiment. Just keep going.”
And above all, understand the industry you want to sell into.
“Choose one industry. Know every detail. Know every problem. Then find the tech that solves those problems. That is how you become valuable.”
Looking ahead, Giedrius sees Horion Digital expanding deeper into Scandinavia.
“I like how they communicate. I like the trust. I like the culture. The fit is perfect for us.”
His entire approach comes back to a single line he repeated more than once.
“A successful project is not when you deliver it. It is when they actually use it.”
That is the kind of sentence only someone who has lived inside complex enterprise deals can say. And it explains why Horion Digital keeps winning the trust of some of the biggest brands in the world.
