This as-told-to essay is based on a transcribed chat with Marco Santos, the Global CEO of GFT Technologies, an IT powerhouse stationed in Germany. It’s been tweaked for brevity.

The Journey of a New Yorker in IT

I’ve pretty much been glued to the IT world my whole life. Back in 2011, I hopped on board with GFT, managing things in Brazil. Fast forward, and I’m now steering the ship globally as CEO, tackling strategy and leading over 12,000 folks. Just this past July, I packed up and headed to Germany, where GFT calls home.

The Latin American Connection

Landing in Brazil with GFT was a trip, let me tell you. We started tiny, about 80 people, catering to European clients. No local gigs back then. I had to hustle, turning things around, growing a local client base, and setting up solid relationships.

Business in Latin America hinges on knowing people. Trust is golden. My mission was to make connections work and open doors. Eventually, my role expanded across Costa Rica and Mexico, eventually covering the whole region.

Navigating the US Market: A Competitive Arena

By 2020, I climbed up as CEO for GFT USA and Latin America, but here’s the kicker—I couldn’t fly stateside due to the pandemic. I handled it remotely until making the move to the States in 2021.

Our HQ is in New York, naturally, but I chose Florida because key clients were shifting their base there. Plus, it’s a sweet spot for commuting to Latin America.

America, the land of innovation and fast-paced hustle! Getting to grips with this market was critical. We had to underscore our competitive edge, especially when dealing with top-notch banks, often laying out our expertise and unique skills.

In America, being direct and efficient is the name of the game, but expect pitches to be value-laden, focusing heavily on returns and metrics.

European Business: A Lesson in Patience

I touched down in Germany in 2024, transitioning with the former CEO until 2025. Europe challenges you; decisions aren’t rushed, and folks weigh the risks. Proposals take time, undergoing scrutiny before you get the green light.

Strategic planning here is meticulous. You break down everything, analyzing decisions from top to bottom. Once plans are locked, execution is steady.

This contrasts sharply with the US. There, things change fast, keeping you on your toes in a vibrant and fluctuating landscape.

Lessons Learned: Adapt or Get Left Behind

Experiencing diverse work cultures has been a professional goldmine. Europe’s a whole new ballgame—multicultural and diverse. Every nation offers something new.

Living worldwide hones adaptability. These changes demand that leaders think on their feet—a trait invaluable to today’s IT executives. Great leaders don’t just adapt; they anticipate, ensuring steady progress toward long-term ambitions.

Got a story about work culture around the globe? Hit me up at ccheong@businessinsider.com.