Paolo Vassallo

Critic
DISC Type : C

Risk, Information Security and Controls Director at lastminute.com

Chiasso, Ticino, Switzerland

Overview

Paolo Vassallo is the Risk, Information Security and Controls Director at lastminute. com, where he has progressively advanced from leading the Internal Audit department. Educated at Università Cattolica del Sacro Cuore, he is an expert in building and leading risk, security, and governance functions within the travel technology sector.


He was responsible for establishing and implementing the entire Internal Audit Department for the lastminute. com group from its inception.

Personality Overview

Critic

ROI Driven

Negotiator

Unless the value is proven by data, they are unlikely to value fancy features.  They prefer to do logical analysis and value evidence over emotions. It is very likely that they will negotiate pricing or other important terms.

Topics They Care About

Security Governance
He recently presented on the topic of "Risk and Security Governance Organisation" at a cybersecurity conference in late 2024, demonstrating current expertise and thought leadership.
Enterprise Risk Management
His career includes implementing the Enterprise Risk Management system for the entire lastminute. com group, showcasing his foundational expertise in corporate risk.
Cybersecurity Strategy
As a featured speaker at a cybersecurity day and director of information security, he focuses on high-level strategy for protecting corporate and customer data.

Media Appearances

Paolo has no verified media appearances

Work History

7-2024
Risk, Information Security and Controls Director at lastminute.com
7-2023 - 7-2024
Director of Risk Management at lastminute.com
3-2019 - 7-2023
Head Of Internal Audit at lastminute.com
11-2014 - 7-2023
Internal Audit Manager at lastminute.com
12-2011 - 11-2014
Internal Auditor at Snam Spa

Education

2009 - 2010
Master’s Degree from Università Cattolica del Sacro Cuore
2006 - 2008
Bachelor’s Degree from Università Cattolica del Sacro Cuore

More Information

Social Presence :

Prographics :

Exp : 15 Location : Chiasso, Ticino, Switzerland Job Level : Mid-senior Designation : Risk, Information Security and Controls Director at lastminute.com
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Insights For Selling To Paolo

During A Call Or A Meeting

DO's

  • If you can, show them industry reports or analyst comments instead of sharing anecdotal stories
  • Leverage facts and figures wherever possible; use percentages, numbers etc.
  • Be ready for penetrating questions and critical examination of your pitch

DONT's

  • Make extra effort to not seem pushy or confrontational
  • Do not use very emotional or colorful language
  • Don’t try too hard to build a relationship with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Paolo is

  • Strong evidence of ROI, effective pricing, and proven data points matter the most to them.
  • Will you ever get a clear answer from Paolo

  • It is not very hard for them to say no if they are not convinced about the decision.

Insights For Deal Planning

    How fast (or slow) will Paolo move?

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

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

You And Paolo

Personality Compatibility


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