Valentina Scialanga

Questioner
DISC Type : c

Ecosystem Sales Manager at IBM

Italy

Overview

Valentina Scialanga is a veteran sales leader at IBM with 18 years of experience across Data & AI, Automation, and Security. Now the Ecosystem Sales Manager, she leverages her deep expertise and education from Università degli studi Roma TRE to drive partner success.

She is passionate about unlocking the potential in others and fostering a strong sense of belonging within her teams. Her leadership style is defined by a positive and inclusive mindset, focusing on her teams strengths to achieve collective goals.

Valentina is actively involved in an initiative to bring Quantum Computing education to high school students.

Personality Overview

Value Seeker

Price-Sensitive

Not Easily Convinced

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  They are more likely than others to negotiate on pricing and terms. They prefer to analyze every situation thoroughly.


Topics They Care About

Ecosystem Collaboration
Her current role and 18-year career at IBM are focused on managing and working extensively with sales and technology partners to drive growth.
Quantum Computing
She recently shared her enthusiasm for bringing quantum computing knowledge into high schools, indicating a forward-looking interest in emerging technologies.
Intelligent Automation
Actively promotes partner expertise in Intelligent Automation and RPA, sharing insights from major technology events like IBM TechXchange.

Media Appearances

Valentina has no verified media appearances

Work History

1-2025
Ecosystem Sales Manager at IBM
1-2024
IBM Ecosystem and Recrutiment Manager at IBM
1-2022 - 1-2024
Security Software Sales Manager at IBM
9-2005 - 7-2006
Assistant Marketing Area at Gruppo AlmavivA

Education

2000 - 2005
110/110 cum laude from Università degli studi Roma TRE

More Information

Social Presence :

Prographics :

Exp : 4 Location : Italy Job Level : Middle Designation : Ecosystem Sales Manager at IBM
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Insights For Selling To Valentina

During A Call Or A Meeting

DO's

  • Tell them that you will come back if you don’t have a good answer for a question
  • Share as much information as possible regarding your product
  • If you have a lower priced product compared to the competition, call out the same

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t try to be too friendly or informal with them
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Valentina is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Valentina

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Valentina move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Valentina take some risk or not?

  • They can take risk if they are convinced that they have analyzed the circumstances well.


You And Valentina

Personality Compatibility


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