Giancarlo Casella

Sharpshooter
DISC Type : CD

Principal | AWS SAS Global Head of GTM & Sales | Applied AI Solutions at Amazon Web Services (AWS)

Arlington, Virginia, United States

Overview

Giancarlo Casella is a Principal Go-to-Market and Sales Leader at Amazon Web Services, where he spearheads strategy for the AI, Security, and Privacy portfolios. His work has driven over $500M in cumulative sales by commercializing emerging cloud capabilities. He holds a Certified Chief Information Security Officer (CCISO) certification and studied Economics at The Johns Hopkins University.

He authored a publication titled "Structuring the Information Security Organization, " which outlines strategies for CISOs to optimize their organizational structure.

Personality Overview

Fast But Analytical

Thorough Evaluator

Rigorous & Demanding

They prefer to move quickly, and expect the same from others.  They respond better to strong and respectful interactions. They put a lot of effort into ensuring personal success.

Topics They Care About

AI Commercialization
Leads global go-to-market strategy and sales for AWS's Applied AI solutions, focusing on large-scale enterprise adoption.
Go-to-Market Strategy
Specializes in creating and executing data-driven GTM frameworks, a consistent focus throughout his roles at AWS, Salesforce, and Coalfire.
Enterprise Cloud Security
Oversees AWS Security Assurance Services and holds a Certified Chief Information Security Officer (CCISO) certification, indicating deep expertise.

Media Appearances

Giancarlo has no verified media appearances

Work History

11-2021
Principal | AWS SAS Global Head of GTM & Sales | Applied AI Solutions at Amazon Web Services (AWS)
1-2021 - 11-2021
Manager | GTM Strategy & Operations at Salesforce
3-2019 - 1-2021
Senior Manager | Technology Sales at Coalfire
4-2017 - 3-2019
Manager | GTM Strategy at DayBlink
7-2015 - 4-2017
Senior Consultant | Executive Sales & Advisory at CEB, now Gartner

Education

Economics/Financial Economics from The Johns Hopkins University

More Information

Social Presence :

Prographics :

Exp : 12 Location : Arlington, Virginia, United States Job Level : Mid-senior Designation : Principal | AWS SAS Global Head of GTM & Sales | Applied AI Solutions at Amazon Web Services (AWS)
URL has been copied!

Insights For Selling To Giancarlo

During A Call Or A Meeting

DO's

  • Make sure that you circle back fast on any action items, it wins their trust
  • Be respectful but crisp
  • Objectively showcase the impact that your product creates

DONT's

  • Don’t be in a rush to invite them for a social meet and greet
  • Avoid being too verbose
  • Don’t focus on process and rules, give the impression of being a ‘gets it done’ person

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Giancarlo is

  • Conviction around the impact matters the most to them, followed by a sense of achievement and ROI.
  • Will you ever get a clear answer from Giancarlo

  • If they decide not to use your product, they will say no clearly.

Insights For Deal Planning

    How fast (or slow) will Giancarlo move?

  • If convinced, they can reach decisions quite fast.
  • Can Giancarlo take some risk or not?

  • They do not shy away from taking risks, but can be quite binary about them.

You And Giancarlo

Personality Compatibility


Other Amazon Web Services (AWS) Employees

Explore more public profiles from related professionals at the same organization.

More Profiles

Discover additional public profiles from our index.

Search more profiles

Looking for someone else? Search here for anyone.

Or visit Humantic AI to know more.