Fabrizio Navarra

Questioner
DISC Type : c

Client Director at ServiceNow

Milan, Lombardy, Italy

Overview

Fabrizio Navarra is a Client Director at ServiceNow specializing in AI, Cloud, and Cybersecurity for the financial services industry. His experience includes several senior sales roles at Microsoft. He holds a Bachelors degree in Business Administration from Università Cattolica del Sacro Cuore.


He is a strong proponent of using AI for practical automation, noting that ServiceNows internal agent handles over 90% of employee requests, almost twice as fast as human agents.

Personality Overview

Not Easily Convinced

Value Seeker

Price-Sensitive

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  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.

Topics They Care About

AI-Driven Automation
His posts celebrate ServiceNow's use of AI to automate L1 Service Desk roles and efficiently handle the vast majority of internal employee requests.
IT Service Management
He actively promotes ServiceNow's ITSM platform, highlighting its recognition as a top IT Management Software Product based on user ratings.
Applied Generative AI
Certified in Generative AI, he focuses on practical, usable AI applications that deliver immediate value to customers, moving beyond theoretical hype.

Media Appearances

Fabrizio has no verified media appearances

Work History

10-2025
Client Director at ServiceNow
6-2023 - 9-2025
Sr. Account Executive at Microsoft
7-2017 - 6-2023
Sr. Sales Executive at Microsoft
9-2016 - 7-2017
Security Solution Sales Specialist at Microsoft
11-2012 - 8-2016
Sales Excellence Manager at Microsoft

Education

2002 - 2008
Bachelor degree from Università Cattolica del Sacro Cuore
2008 - 2008
Intesive Business course from UC San Diego

More Information

Social Presence :

Prographics :

Exp : 18 Location : Milan, Lombardy, Italy Job Level : Mid-senior Designation : Client Director at ServiceNow
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Insights For Selling To Fabrizio

During A Call Or A Meeting

DO's

  • Tell them that you will come back if you don’t have a good answer for a question
  • Back up any claims with data and numbers
  • Emphasize on objective proof of ROI, help them do a thorough evaluation

DONT's

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

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 risk if they are convinced that they have analyzed the circumstances well.


You And Fabrizio

Personality Compatibility


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