Lorenzo Candiani

Activist
DISC Type : Cd

Alliance Director at Databricks

Legnano, Lombardy, Italy

Overview

Lorenzo Candiani is an Alliance Director at Databricks with over 16 years of experience driving complex enterprise sales and business development strategies. His expertise lies in building high-value partner ecosystems for Data, AI, and cloud platforms like AWS and SAP. He holds an Executive MBA from Bologna Business School and is described as strategic, proactive, and reliable.

He holds certifications in both AWS Cloud Practitioner and Generative AI Essentials for Business, showcasing a unique blend of foundational cloud knowledge and expertise in cutting-edge AI.

Personality Overview

Meticulous

Value Conscious

Logical And Quick

They focus on objectivity in a pitch and pay little attention to bells and whistles.  They respond well to confident salespeople. They can be nudged to make faster decisions by offering what they value.

Topics They Care About

Data & AI Alliances
His current role at Databricks involves leading partner sales and strategic alliances to accelerate customer value through data and AI platforms, working with partners like Microsoft and Accenture.
Cloud GTM Strategy
His career at AWS, Capgemini, and Databricks has focused on building go-to-market initiatives and driving sales cycles for major cloud and data platforms.
Digital Transformation
He has consistently focused on guiding large organizations through long-term digital transformation objectives, leveraging platforms from SAP to AWS and now Databricks.

Media Appearances

Lorenzo has no verified media appearances

Work History

4-2025
Alliance Director at Databricks
1-2022 - 4-2025
Sr. Partner Development Manager Italy and Iberia at Amazon Web Services (AWS)
6-2020 - 12-2021
Director AWS Sales & Business Development☁️ @Capgemini Italy at Capgemini
7-2018 - 6-2020
Principal Consultant. Digital Manufacturing & Supply Chain Center of Exellence lead in Italy at Capgemini
1-2018 - 6-2020
Director of SAP CoE Sales at Capgemini

Education

2018 - 2019
Executive Master of Business Administration - EMBA from Bologna Business School
2006 - 2008
Master from LIUC - Università Cattaneo

More Information

Social Presence :

Prographics :

Exp : 17 Location : Legnano, Lombardy, Italy Job Level : Mid-senior Designation : Alliance Director at Databricks
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Insights For Selling To Lorenzo

During A Call Or A Meeting

DO's

  • Make sure that you you respond to any queries from them quickly
  • Stress on the business value that your product offers
  • Be crisp while making the pitch

DONT's

  • Refrain from asking too many questions
  • Avoid repeating yourself or making generalizations
  • Don’t try to be an alpha salesperson, give them equal space

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Lorenzo is

  • Belief in the product plays an important role, followed by objective proof and testimonials.
  • Will you ever get a clear answer from Lorenzo

  • They may hesitate slightly, but if they are not convinced, they will say no.

Insights For Deal Planning

    How fast (or slow) will Lorenzo move?

  • They are neither the fastest decision makers nor the slowest.
  • Can Lorenzo take some risk or not?

  • They can take risks only after they have analyzed the advantages and disadvantages.

You And Lorenzo

Personality Compatibility


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