Marcello Galli

Go-getter
DISC Type : d

Technology Sales Leader at IBM

Milan, Lombardy, Italy

Overview

Marcello Galli is a Technology Sales Leader at IBM Italy, specializing in developing sales strategies for key Italian accounts. With a background in economics and extensive experience at Oracle, he excels in positioning cloud solutions for procure-to-pay and customer experience. People who have worked with him describe him as focused, caring, smart, and dynamic.

Outside of his professional life, Marcello is a married father of one who is a passionate musician and self-described music addict. He maintains a strong focus on personal growth and learning, staying curious about technology, business, and human behavior. His approach to life is guided by a desire to understand the unknown.

He often shares a quote from Alessandro Baricco about jazz: "What was it? I dont know. When you dont know what it is, then its Jazz. "

Personality Overview

Challenger

Vision Oriented

Direct & Candid

They care equally about the product and its potential impact.  They don’t always try to control the conversation but neither do they like yielding it fully. They respond well to confident salespeople.

Topics They Care About

AI in Business
He recently shared insights from Milan's AI WEEK, focusing on AI-first companies and the mental shift leaders need to embrace artificial intelligence and its applications.
Technology Sales
His entire career, from Oracle to his current leadership role at IBM, has been centered on managing sales teams and driving growth for complex technology solutions.
Supply Chain Tech
Previously served as IBM's Supply Chain Sales Leader for EMEA and holds certifications in IBM's Supply Chain Intelligence Suite, indicating deep expertise in this area.

Media Appearances

Marcello has no verified media appearances

Work History

1-2025
Technology Sales Leader at IBM
7-2022
Supply Chain Sales Leader, EMEA at IBM
6-2021 - 6-2022
Oracle Commerce Senior Sales Manager - EMEA at Oracle
6-2019 - 5-2021
Head of CX Commerce Sales Specialist Team, Western Europe at Oracle at Oracle
6-2016 - 5-2019
Oracle Commerce Sales Specialist at Oracle

Education

10-2007 - 10-2008
Master Personal development e Business Management from LIUC - Università Cattaneo
12-2004 - 12-2005
Master Strategic Procurement and Supply chain management from MIP Politecnico di Milano

More Information

Social Presence :

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Exp : N/A Location : Milan, Lombardy, Italy Job Level : N/A Designation : Technology Sales Leader at IBM
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Insights For Selling To Marcello

During A Call Or A Meeting

DO's

  • Get to the point quickly instead of spending too much time on pleasantries
  • Make sure that they have the necessary authority, they could present false stature sometimes
  • Refer to testimonials from others in similar positions

DONT's

  • Avoid long winding pitches, stay objective
  • Don’t expect them to change their mind quickly if they say no once
  • Do not give up if they are not convinced, try again with a different approach

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Marcello is

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

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

Insights For Deal Planning

    How fast (or slow) will Marcello move?

  • Their decision making speed is somewhere in the middle.
  • Can Marcello take some risk or not?

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

You And Marcello

Personality Compatibility


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