Roberto Palma

Sharpshooter
DISC Type : DC

Senior Account Executive at Factorial

United Kingdom

Overview

Roberto is a MEDDPICC-certified SaaS sales professional with deep expertise in driving new business and expansion across the EMEA region. Holding a degree in Engineering/Industrial Management, he has a proven record of overachievement in full-cycle sales, managing C-level stakeholders, and leveraging strong technical acumen in Cloud, SaaS, and Data.

He appears to have a keen interest in the history of technology and innovation. This is suggested by his engagement with content detailing the origins of electric vehicles and the pioneering work of inventors like Thomas Edison in the field.

Unique fact: He holds a specialized certification in delivering mission-critical, highly available, and secure data.

Personality Overview

ROI Driven

Thorough Evaluator

Fast But Analytical

They like to stay in control of the negotiation or defining of the terms.  They are less concerned about the product and more about its potential impact. They prefer to move quickly, and expect the same from others.

Topics They Care About

SaaS Sales Strategy
A MEDDPICC-certified professional focused on full-cycle SaaS sales and helping businesses scale with strategic solutions across the EMEA region.
Intellectual Property
His background includes roles at IP-focused companies like Questel and Clarivate, and he shares content related to patents and innovation management.
Data & Cloud Acumen
Possesses strong technical skills in Cloud and Data, supported by a certification in delivering mission-critical and secure data solutions.

Media Appearances

Roberto has no verified media appearances

Work History

2-2025
Senior Account Executive at Factorial
12-2022 - 1-2025
Key Account Manager UK & Southern Europe at Questel
9-2020 - 11-2022
Account Manager EMEA at Clarivate
5-2019 - 7-2020
Business Development UK & Italy at Samsara, Inc
10-2017 - 4-2019
Business Development Manager at Google

Education

Engineering/Industrial Management from Università degli Studi di Napoli Federico II

More Information

Social Presence :

Prographics :

Exp : 7 Location : United Kingdom Job Level : Middle Designation : Senior Account Executive at Factorial
URL has been copied!

Insights For Selling To Roberto

During A Call Or A Meeting

DO's

  • Help them weigh the risks by sharing objective proof points without becoming too analytical
  • When negotiating terms, help them build an impression that they are the ones calling the shots
  • Refer to testimonials from well-known industry leaders

DONT's

  • Don’t focus on process and rules, give the impression of being a ‘gets it done’ person
  • Do not spend too much time focusing on product tech or features
  • Don’t take too much time in sending them information if they ask for any

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Roberto is

  • Conviction around the impact matters the most to them, followed by a sense of achievement and ROI.
  • Will you ever get a clear answer from Roberto

  • If they decide not to use your product, they will say no clearly.

Insights For Deal Planning

    How fast (or slow) will Roberto move?

  • If convinced, they can reach decisions quite fast.
  • Can Roberto take some risk or not?

  • They do not shy away from taking risks, but can be quite binary about them.

You And Roberto

Personality Compatibility


More Profiles

Discover additional public profiles from our index.

Search more profiles

Looking for someone else? Search here for anyone.

Or visit Humantic AI to know more.