Massimo Lodigiani

Evaluator
DISC Type : DSC

Sales Director Large Enterprise at Derga Consulting

Milan, Lombardy, Italy

Overview

Massimo is a senior executive with over 25 years of experience in enterprise sales and digital transformation, primarily within the Energy & Utilities sector. After an 18-year tenure at SAP leading major client partnerships, he is now the Sales Director for Large Enterprise at Derga Consulting. People who have worked with him describe him as effective, knowledgeable, and a great teammate.

He is a reflective individual interested in the evolution of work, questioning traditional corporate practices and emphasizing the importance of finding personal fulfillment. Massimo is also passionate about broader societal topics, advocating for sustainability and the value of inclusivity in the corporate world.

After leaving his long-term role at SAP, he described the company as one that “remains in your head like the smell of coffee on a Sunday morning. ”

Personality Overview

Hard To Convince

Thorough Evaluator

Fast But Analytical

They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical  They focus on the results, but can still be quite procedural and analytical about how to get there They are not very likely to become strong advocates of your product or service

Topics They Care About

Digital Transformation
Has spent his career shaping multi-year digital transformation programs for major enterprise clients in the energy and utilities sector.
Sustainability in Tech
Drove sustainability initiatives at SAP and has written about the environmental impact of data centers, showing a clear interest in green technology.
Future of Work
He reflects on how work has evolved from a commute to an office to an “art of realizing oneself, ” indicating an interest in modern work philosophies.

Media Appearances

Massimo has no verified media appearances

Work History

1-2026
Sales Director Large Enterprise at Derga Consulting
1-2024 - 12-2025
Regional Vice President - Strategic Enterprise Unit - Emea South at SAP
1-2022 - 12-2023
Sales Director ENR & Extended MFG at SAP
1-2019 - 12-2021
Sales Manager ENR at SAP
1-2017 - 12-2019
Global Account Director for ENEL at SAP

Education

Strategic Marketing from POLIMI Graduate School of Management
Smart Learning Executive Program – Innovation from POLIMI Graduate School of Management

More Information

Social Presence :

Prographics :

Exp : 34 Location : Milan, Lombardy, Italy Job Level : Mid-senior Designation : Sales Director Large Enterprise at Derga Consulting
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Insights For Selling To Massimo

During A Call Or A Meeting

DO's

  • Help them see both - the ‘big picture’ impact and the ROI of the investment
  • Use phrases like ‘the ROI of this’, ‘X% more’ etc.
  • Showcase your competitive superiority clearly when possible or address it at the minimum

DONT's

  • Avoid self-deprecating references or general informality, it could decrease their trust in you
  • Don’t focus on relationship, focus purely on the merit of your product
  • Avoid too much small talk, just a few formal pleasantries should be fine

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Massimo is

  • ROI matters the most to them, followed by process and finally proof of results
  • Will you ever get a clear answer from Massimo

  • They might hesitate a little, but will go ahead and say no when necessary (or asked)

Insights For Deal Planning

    How fast (or slow) will Massimo move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Massimo take some risk or not?

  • They have relatively low risk-appetite and are not very likely to go for something unproven and risky

You And Massimo

Personality Compatibility


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