Barcelona, Catalonia, Spain
Cybersecurity is ultimately about enabling businesses to operate with confidence. Throughout my career, my focus has been on helping enterprise organizations reduce cyber risk while supporting growth, resilience, and digital transformation. Over the past 15+ years, I have led high-performing sales organizations and driven regional expansion across Southern Europe, the Middle East, and Africa for some of the industry’s leading cybersecurity companies, including IBM, Tenable, Picus Security, and Semperis. My experience spans building new markets, developing strategic partner ecosystems, leading multicultural teams, and managing complex enterprise sales cycles with many of the world’s largest organizations. As Area Vice President for EMEA South at Semperis, I am responsible for the commercial strategy across Southern Europe, the Middle East, and South Africa, leading a team of Sales Directors and working closely with customers, partners, and executive stakeholders to deliver sustainable business growth. My passion has always been translating complex cybersecurity challenges into business outcomes that executives can confidently support. I believe great leadership is built on trust, accountability, and developing people. The most successful teams are those where individuals are empowered to take ownership, challenge the status quo, and continuously raise the bar. Throughout my career, I have invested as much in building leaders and long-term customer relationships as I have in delivering commercial results. Having lived and worked across Italy, Spain, the UK, and Ireland, I bring an international perspective to leadership and business development. I enjoy working across cultures, navigating complex enterprise environments, and building trusted relationships that create long-term value for customers, partners, and the organizations I represent. I am always interested in connecting with executives, cybersecurity leaders, partners, and talented professionals who are passionate about identity security, cyber resilience, and building high-performing organizations.
Selling the entire portfolio of IBM Security Systems ,like an immune system, IBM solutions work together to prevent and repair the damage cyber attacks can impose on your enterprise’s security . The core of our immune system is powered by Security Orchestration and Analytics, which includes: -Mobile Security -Advanced Fraud Protection -Network Security and Protection -Data Protection & Control -Threat Intelligence -Application Security -Endpoints Security -Identity&Access Management -Incident Response
As Information Risk and Protection Sales Rep, i am responsible for developing Security Specific solutions that address clients business needs (both industry and business) and deliver tangible client value while supporting Security Software business strategies. I am working to create solutions which are tailored to clients business needs and integrate other IBM brand capabilities in a way that is valued by the italian customers and superior to the competition. In my role, it is essential being able to apply industry-specific knowledge and experience to bring new business and technology insights to assigned clients.
• Maintain and expand my database of prospects within my pipeline • Prospect corporate leads and self-generated opportunities • Maintain a high level of Fiberlink (MaaS360) solution expertise and competitive intelligence • Identify decision makers amongst the targeted leads in order to initiate the sales process. • Provide compelling product demos via the phone- emphasizing service features and benefits, discussing contract terms, quoting prices, and preparing sales orders • Develop sales plans in order to achieve individual and company goals • Submit accurate and complete information in Salesforce.com • Provide regular updates to management regarding opportunities, trends and challenges • Meet or exceed my monthly and quarterly quota objectives • Represent myself and IBM in a highly professional manner IBM MaaS360 takes the complexity out of managing your mobile workforce−from supporting a large number of smartphones and tablets across multiple mobile OS platforms, to high-volume app and document distributions. It is the fastest way to enable mobile security for devices, applications and documents. It lets you easily define and implement powerful compliance rules based on specific events, context, and location. It is also the only mobile device management solution with FISMA certification from the US government.
•Generates incremental revenue through prospecting up-selling and cross-selling activities within a territory or account •Qualify all new Channel Partners by analyzing their needs aligned with the italian market. •Maintain and update accurate notes in Siebel system as well as records according to necessity and instructions. •Manage and close sales opportunities through forecasting, account resource allocation, account strategy and planning. •Ensure to maintain professional attitude to deal with new partners. •Recommend solutions proactively required by Channel Partners to enhance client satisfaction and stimulate hardware/software as well as services revenue. •Goal: To aggressively prospect, maximize sales, provide exemplary customer service and squash the competition. FY 2012: 153% Overachievement FY 2013: 178% Overachievement