Fabio Ugoste

Wildcard
DISC Type : csi

Member of MIM Edizioni Scientific Technical Committee at MIM Edizioni

Turin, Piedmont, Italy

Overview

Fabio Ugoste is the Executive Director of Cybersecurity, Anti-Fraud, and Business Continuity at Intesa Sanpaolo, serving as the Groups Information Security Officer. He defines group-wide security policies and has held multiple ICT leadership roles at the bank. He is a graduate of SAA - School of Management, Università di Torino.

He is the co-founder and Vice President of ASSOCISO, the Italian National Association of Chief Information Security Officers, which he helped establish to promote the CISO profession in Italy.

Personality Overview

Curious But Skeptical

Friendly But Slow

Requires Proof

They are unlikely to ever become strong champions even when the conversations are going well; you should focus on cultivating other champions  They are often friendly and nice, but can sometimes suprise you with their piercing questions  They typically tend to be late adopters even when they seem friendly and excited about what you have to sell

Topics They Care About

Cybersecurity Governance
He defines and ensures implementation of Group policies and guidelines on information security, business continuity, and fraud prevention.
Business Continuity
He is responsible for the business continuity management for the entire Intesa Sanpaolo Group, overseeing resilience and operational risks.
Financial Fraud
His role explicitly includes responsibility for the Group's anti-fraud prevention, a critical focus for a major banking institution.

Media Appearances

Fabio has no verified media appearances

Work History

5-2025
Member of MIM Edizioni Scientific Technical Committee at MIM Edizioni
4-2025
Member of ABI Digital Security Technical Committee at ABI - Associazione Bancaria Italiana
10-2023
Co-Founder and Vice President at ASSOCISO Associazione Nazionale Chief Information Security Officer
9-2017
Executive Director, Cybersecurity, Anti-Fraud and Business Continuity Management - Group ISO at Intesa Sanpaolo
8-2010 - 9-2017
Head of Customer Relationship and ICT Controls at Intesa Sanpaolo

Education

1990 - 1993
Bachelor's degree from SAA - School of Management, Università di Torino

More Information

Social Presence :

Prographics :

Exp : 18 Location : Turin, Piedmont, Italy Job Level : Senior Designation : Member of MIM Edizioni Scientific Technical Committee at MIM Edizioni
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Insights For Selling To Fabio

During A Call Or A Meeting

DO's

  • Be prepared for a lot of questions, answer them objectively
  • Build rapport, it will come handy to handle hard questions later
  • Help them realize that there is no personal risk in making this decision

DONT's

  • Don't ask them to move fast, let them take their time and digest all the information
  • Avoid winging it with them particularly, answer a question only if you know the answer well
  • Do not sound overly eager, modulate your energy levels especially if you are generally enthusiastic

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Fabio is

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

  • They are likely to give you a clear answer without taking you around in circles. However, if you share a good relationship, they might not be so forthcoming.

Insights For Deal Planning

    How fast (or slow) will Fabio move?

  • They like to perform full analysis and can take time to make any decision.
  • Can Fabio take some risk or not?

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

You And Fabio

Personality Compatibility


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