Simona Zappi

Senior Sales Account Manager @One Identity

Roma, IT

Role & Responsibilities• Manage a strategic portfolio of central government clients, including ministries, national agencies, and public sector institutions.• Drive end-to-end sales processes: lead qualification, bid management, solution positioning, and deal closing.• Lead and coordinate public procurement processes, ensuring full compliance with Italian public sector regulations and tender requirements.• Develop and execute tailored account plans to expand footprint, grow revenue, and meet or exceed quota.• Engage directly with C-level executives and IT decision-makers to promote One Identity’s Identity and Access Management (IAM) and Identity Governance solutions.• Collaborate closely with system integrators, technology partners, and internal stakeholders to deliver comprehensive, value-based solutions.• Maintain accurate sales forecasting, pipeline management, and reporting through CRM systems.Key Achievements & Value Delivered• Strengthened long-term partnerships with central government bodies through a consultative, value-focused approach.• Increased adoption of One Identity solutions across Italy’s public sector by delivering tailored IAM/IGA offerings.• Secured and renewed high-value public framework agreements, contributing to recurring revenue growth and long-term customer loyalty.Skills & Expertise• Proven experience in selling complex IT solutions (IAM/IGA) to public sector clients in Italy.• Deep understanding of government procurement processes, compliance requirements, and decision-making structures.• Strong negotiation and communication skills, with a track record of building trusted relationships with senior stakeholders.• Effective cross-functional collaboration and partner management abilities in a highly regulated environment.• Fluent in Italian and English, with strong adaptability to hybrid work models and public sector ecosystems.

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