Lorenzo Finetto

Questioner
DISC Type : c

Solution Engineer at BMC Software

Milan, Lombardy, Italy

Overview

Lorenzo is a versatile Solution Engineer at BMC Software with a rich background that includes roles as a Project Manager and Senior Technical Support Analyst. Certified as a PMP and in ITIL, he possesses deep expertise in Enterprise Scheduling and Identity Management solutions.

Based in Tuscany, Italy, Lorenzo has a history as a freelance IT consultant. He maintains a keen interest in the broader technology landscape, following industry leaders like Dassault Systèmes in addition to his work at BMC Software.

He has progressed through several distinct roles within BMC Software, moving from Project Manager and technical support to his current position as a Solution Engineer.

Personality Overview

Systematic

Not Easily Convinced

Value Seeker

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  They prefer to do thorough analysis of any situation. It is quite likely of them to ask for pricing or other concessions.

Topics They Care About

Process Orchestration
He actively promotes the use of Control-M for orchestrating end-to-end business processes, including internal and external managed file transfers.
Customer Recognition
Values customer validation highly, sharing pride in products that earn Buyer's Choice awards based directly on user feedback and reviews.
Identity Management
Has a professional background that includes freelance consulting specifically focused on Identity Management solutions, indicating deep knowledge in this area.

Media Appearances

Lorenzo has no verified media appearances

Work History

10-2021
Solution Engineer at BMC Software
4-2018 - 10-2021
Senior Technical Support Analyst at BMC Software
4-2017 - 4-2018
Project Manager at BMC Software
4-2011 - 3-2017
Freelance consultant at Privately Owned
6-2004 - 3-2011
Project Manager at BMC Software

Education

2005 - 2006
PMP from PMI - Project Management Institute
2005 - 2005
ITIL Foundation from Quint

More Information

Social Presence :

Prographics :

Exp : 29 Location : Milan, Lombardy, Italy Job Level : Mid-senior Designation : Solution Engineer at BMC Software
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Insights For Selling To Lorenzo

During A Call Or A Meeting

DO's

  • Emphasise more on facts and measurable benefits
  • If you have a lower priced product compared to the competition, call out the same
  • Emphasize on objective proof of ROI, help them do a thorough evaluation

DONT's

  • Avoid rushing them, be polite and patient
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t depend too much on anecdotal evidence, it reduces their confidence

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Lorenzo is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Lorenzo

  • 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 Lorenzo move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Lorenzo take some risk or not?

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


You And Lorenzo

Personality Compatibility


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