Fabrizio Como

Questioner
DISC Type : c

Senior Business Development Representative at Finastra

Lisbon, Lisbon, Portugal

Overview

Fabrizio Como is an Inside Sales Representative at Finastra, where he assists financial institutions across the EMEA region with transforming their core banking, payments, and lending operations. He holds a Master of Science from ISCTE Business School and is a Certified Sales Development Representative.

He is also a Chartered Financial Analyst (CFA), a rigorous designation that distinguishes his expertise in the financial industry.

Personality Overview

Price-Sensitive

Value Seeker

Not Easily Convinced

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  They are more likely than others to negotiate on pricing and terms. They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

Core Banking Transformation
His role and shared content focus on helping financial institutions modernize their core banking systems to increase agility and drive meaningful change.
Financial Sector Innovation
He is focused on providing innovative and scalable solutions that empower banks to meet evolving customer expectations and future-proof their operations.
Regulatory Compliance
He shares information about solutions that help banks navigate complexity and ensure adherence to national regulatory standards in changing markets.

Media Appearances

Fabrizio has no verified media appearances

Work History

9-2023
Senior Business Development Representative at Finastra
4-2022 - 8-2023
Business Development Representative at Finastra
11-2020 - 4-2022
CS Expert at FARFETCH

Education

9-2019 - 12-2021
Master of Science - MS from ISCTE Business School
9-2015 - 10-2018
Bachelor's degree from Università degli Studi dell'Insubria

More Information

Social Presence :

Prographics :

Exp : 5 Location : Lisbon, Lisbon, Portugal Job Level : Junior Designation : Senior Business Development Representative at Finastra
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Insights For Selling To Fabrizio

During A Call Or A Meeting

DO's

  • Back up any claims with data and numbers
  • Tell them that you will come back if you don’t have a good answer for a question
  • Share as much information as possible regarding your product

DONT's

  • Don’t try to be too friendly or informal with them
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Fabrizio is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Fabrizio

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Fabrizio move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Fabrizio take some risk or not?

  • They can take some risk if they are confident that they have analyzed the circumstances well.


You And Fabrizio

Personality Compatibility


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