Antonella Tartaglia

Examiner
DISC Type : cs

IBM Automation and Sustainability Sales Manager at IBM

Milan, Lombardy, Italy

Overview

With over 15 years at IBM, Antonella is a seasoned sales and marketing leader, currently driving the Automation and Sustainability business. Her extensive experience covers cybersecurity, infrastructure services, and performance marketing, demonstrating a strong track record in business development. She holds a degree from Università Commerciale Luigi Bocconi and a Masters from Duke University.

She believes in design thinking, being unconventional, and focusing on commitment and perfect execution to achieve results.

Personality Overview

Status Quo Seeker

Tough To Convince

Overcautious

They are always well-planned and adopt a systematic approach.  They tend to be clear about their needs and limitations and are unlikely to promise too much. The only way to convince them is by showing them examples and ample proof.

Topics They Care About

Sustainable Business
Her current role is focused on IBM's sustainability software, helping clients manage data and use AI to achieve their sustainability and competitive goals.
Intelligent Automation
She frequently discusses how AI-driven automation, including tools like IBM Maximo, enhances IT resilience, operational efficiency, and predictive maintenance for businesses.
Cloud Cost Optimization
Advocates for FinOps practices using solutions like IBM Cloudability to give clients visibility and control over cloud spending, improving their total cost of ownership.

Media Appearances

Antonella has no verified media appearances

Work History

1-2023
IBM Automation and Sustainability Sales Manager at IBM
7-2020 - 12-2022
IBM Cybersecurity Sales Manager at IBM
9-2018 - 7-2020
Performance Marketing leader at IBM
7-2014
Sales Leader, Infrastructure Services at IBM
7-2011 - 8-2014
Product Marketing Manager at IBM Italia

Education

1992 - 1998
Corso di laurea from Master in Marketing Leadership - Duke Univeristy
Education details unavailable from Bachelor’s Degree in Business Administration, Università Commerciale Luigi Bocconi, Milan

More Information

Social Presence :

Prographics :

Exp : 26 Location : Milan, Lombardy, Italy Job Level : Middle Designation : IBM Automation and Sustainability Sales Manager at IBM
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Insights For Selling To Antonella

During A Call Or A Meeting

DO's

  • Expect them to be slow and cautious, encourage them to ask more questions
  • First of all, focus on building their confidence by sharing examples, case studies etc.
  • Expect them to be vague in response to your questions, ask firmly and pointedly

DONT's

  • Don't be very accepting if that is your natural style, stay firm
  • Don't push them too hard to make fast decisions, give them time
  • Don't use phrases like 'do not worry', 'i promise' etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Antonella is

  • For them, low risk and acceptance by others are very important, followed by proof of ROI.
  • Will you ever get a clear answer from Antonella

  • Often, they don't say no, or keep going about it in circles.

Insights For Deal Planning

    How fast (or slow) will Antonella move?

  • They do not like to take decisions in a hurry, so they could be slow in making their mind up.
  • Can Antonella take some risk or not?

  • They are low on risk-appetite and prefer to make informed decisions.

You And Antonella

Personality Compatibility


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