Marco Solustri

Critic
DISC Type : C

Information Security | Cybersecurity at Panini

Italy

Overview

Marco is a cybersecurity professional at Panini with over two decades of experience in ICT. He specializes in security strategy, risk management, and governance, ensuring alignment with regulatory requirements like NIS2. People hes worked with describe him as a passionate manager who can explain complex technical concepts in simple terms.

Beyond his professional role, Marco is deeply interested in the broader technology landscape. He follows developments from organizations like NIST and publications such as WIRED. His engagement with topics like AIs societal impact and cybersecurity trends shows a genuine passion for technology that extends beyond the workplace.

He once shared a curious story about the Strava app tracking a run logged from an aircraft carrier in the middle of the sea.

Personality Overview

Precise

Negotiator

Information Seeker

It is very likely that they will negotiate pricing or other important terms.  Unless the value is proven by data, they are unlikely to value fancy features. They prefer to analyze logically and value objective facts over emotions.

Topics They Care About

Cybersecurity Governance
His role emphasizes a governance-driven approach, focusing on strategy, risk management, and compliance with regulations like NIS2.
Evolving Cyber Threats
He actively shares and analyzes information on the latest cyber threats, such as insights from the annual CLUSIT report on global and national incidents.
Digital Platform Integrity
He shows an interest in how major digital platforms can be misused, highlighting cases of well-designed systems being abused for unintended purposes.

Media Appearances

Marco has no verified media appearances

Work History

1-2019
Information Security | Cybersecurity at Panini
7-2003 - 12-2018
ICT System Integrations | Sysadmin at Panini
4-2003 - 5-2003
Internship Trainee at Mega Bit Informatica s.n.c.

Education

2002 - 2003
Formazione post-diploma from ECAP Emilia Romagna
1997 - 2002
Maturità classica from Liceo Muratori San Carlo

More Information

Social Presence :

Prographics :

Exp : 22 Location : Italy Job Level : N/A Designation : Information Security | Cybersecurity at Panini
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Insights For Selling To Marco

During A Call Or A Meeting

DO's

  • If you can, show them industry reports or analyst comments instead of sharing anecdotal stories
  • Tell them what ROI they can expect
  • Be ready to answer many clarity-seeking questions and requests for information

DONT's

  • Don’t try to give too many examples of other users, they like to make their own decisions
  • Avoid phrases like ‘trust me’, ‘others just love’ etc.
  • Don't give superficial answers, they are easily rattled by them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Marco is

  • Proof of ROI, low pricing and objective proof points are the important factors for them.
  • Will you ever get a clear answer from Marco

  • They do not mind saying no if they believe that it is the right decision.

Insights For Deal Planning

    How fast (or slow) will Marco move?

  • Their decision-making is neither very fast nor very slow, they are somewhere in between.
  • Can Marco take some risk or not?

  • They can take risks if their analysis shows that it would be worth it.

You And Marco

Personality Compatibility


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