Summary
Overview
Work History
Education
Skills
Certification
Languages
Timeline
SoftwareEngineer
MARIO PESENTI

MARIO PESENTI

Zurich

Summary

Dynamic cybersecurity leader with extensive experience in enterprise cybersecurity strategy and governance. Proven track record in risk management and compliance, securing multi-million dollar contracts while fostering executive relationships. Adept at driving digital transformation and cultivating a security-first culture, leveraging cloud security architectures to enhance business resilience.

Overview

23
23
years of professional experience
5
5

Certifications

Work History

Senior manager – Cybersecurity for OT and Cloud

EY
Zurich
12.2022 - Current
  • Conducted OT security posture reviews, cloud security audits, penetration testing, and ISO 27001 pre-audits, identifying vulnerabilities and recommending mitigations
  • Led threat modelling, risk assessments, and compliance evaluations for IT/OT environments, ensuring adherence to industry standards
  • Provided guidance on secure cloud and OT system designs, incorporating zero-trust, identity management, and security automation
  • Developed security requirements and structured large-scale RFPs for IT/OT remediation programs, Managed IT/OT security services, and global OT sites assessments
  • Managed global tender responses, aligning internal expertise with client security needs
  • Built relationships with C-level stakeholders to expand cybersecurity business opportunities
  • Secured a CHF7.7M cybersecurity contract through strategic RFP development
  • Established a CHF2.7M pipeline and secured CHF350k in OT consulting services
  • Delivered ISO 27001 pre-audits and OT security assessments for multinational organizations
  • Designed data protection remediation projects for regulatory compliance
  • Delivered a comprehensive Application Authorization Model Analysis as part of an IAM remediation program, including onboarding pattern recommendations and a prioritized pipeline

OT and Cloud Security Program Lead

Yokogawa ANZ
Brisbane
03.2020 - 10.2021
  • Led discussions with C-level executives and OT security teams to assess cybersecurity maturity, define risk-based security programs aligned with IEC 62443, NIST, and local regulations, advising clients on security frameworks and risk reduction strategies
  • Designed and launched comprehensive OT Cybersecurity services offering for Critical Infrastructure clients, defined cybersecurity workstreams, ensuring successful execution of OT risk assessments, security architecture design, and implementation programs delivered by expert teams
  • Designed roadmaps for integrating secure cloud architectures with OT environments, ensuring secure data flows, access control, and compliance
  • Led the design of cloud-based applications using machine learning and analytics to support predictive maintenance
  • Ensured secure ingestion and processing of OT data while enforcing access control, encryption, and compliance
  • Led discovery workshops to understand client requirements, supported the clients to create the business cases, and reviewed RFP packages with clients prior to market release
  • Led the preparation and review of RFPs and cybersecurity tenders, ensuring alignment with technical requirements, compliance needs, and client risk objectives
  • Established strategic partnerships with cybersecurity vendors and managed service providers, enhancing service capabilities for industrial security solutions, and ensuring robust and scalable support for clients
  • Drove OT security engagements, building a $4M+ cybersecurity project pipeline, securing $450k in bookings
  • Shaped and secured multi-year cybersecurity partnerships with global consulting firms and security vendors, expanding service capabilities
  • Delivered market intelligence and client feedback to regional teams, guiding the definition of strategic directions and enhancing the overall value proposition

Key Account Manager

Yokogawa ANZ
Brisbane
08.2019 - 10.2021
  • Managed a portfolio of Oil&Gas strategic accounts, ensuring high levels of customer satisfaction
  • Developed and executed account plans to drive growth and deliver tailored OT solutions
  • Acted as the primary point of contact for key clients, fostering strong relationships and understanding their business challenges
  • Prospected, qualified inbound and outbound leads, managed complex proposals submission leveraging proven OT solutions and lessons learnt; serving as a liaison to cross-functional teams
  • Supervised projects implementation and service delivery to ensure that appropriate level of governance was achieved, and that client needs, expectations, and contractual KPIs were met/exceeded
  • Analysed market trends and client feedback to identify opportunities for new service offerings and enhancements
  • Delivered $4.8M of annual revenue by building multi-year account plans that involved collaboration with stakeholders across regions (mainly in APAC and Europe)
  • Designed and negotiated long term Lifecycle Management Services contracts and Master Goods and Service agreements in complex client environments
  • Established a bi-annual executive business reviews with clients to identify and prioritize blockers, problem solve across organizational boundaries, and influence Yokogawa’s product roadmap and capabilities development to support clients’ strategy and business objectives
  • Reset the relationship and improved trust with key accounts by gaining an in-depth understanding of the client needs and challenges

Technical Promotions Manager

ABB Electrification
Brisbane
02.2019 - 08.2019
  • Fostered strategic relationships with designers, engineering consultancies, and EPCs/contractors to drive the design and integration of complex, multi-business-unit solutions
  • Collaborated with specifiers and stakeholders to influence project designs, using product demonstrations and promotional activities to position ABB’s solutions as key components of comprehensive systems
  • Developed value propositions tailored for complex solutions, coordinating with cross-functional teams and subject matter experts to ensure seamless integration across business units and industries
  • Created and implemented targeted contact plans to engage key stakeholders, focusing on product selection, software solutions, and integration for large-scale projects
  • Successfully drove the adoption of ABB solutions in multi-business-unit projects, enhancing ABB’s position as a preferred partner in complex, integrated designs
  • Played a key role in influencing design decisions through promotional activities and product demonstrations, resulting in increased market share and project inclusion
  • Strengthened ABB’s relationships with key stakeholders, ensuring alignment with client needs and driving growth in complex solution areas

Services Delivery Manager

QLD Government
Brisbane
12.2017 - 12.2018
  • Led client discovery workshops and co-design innovation roadmaps to understand and address clients' unique business and technical challenges
  • Ensure alignment with both capital and operational budgets to deliver tailored, cost-effective cloud solutions and managed security services
  • Oversaw the execution of managed services, ensuring smooth delivery of secure solutions and that clients' workloads were securely transitioned to the cloud
  • Worked closely with service managers to monitor performance and resolve any service-related issues that could impact client experience
  • Led the RFP team in preparing detailed, accurate, and compelling responses to clients’ RFPs, in alignment with client requirements and regulatory standards
  • Work with cross-functional teams to gather the necessary technical, security, and operational input for proposals
  • In collaboration with the service managers responsible for delivering services, ensured that contractual KPIs and service level agreements (SLAs) are met
  • Continuously optimized service delivery processes to enhance operational efficiency and customer satisfaction
  • Foster collaboration across internal teams by managing communication and developing frameworks for effective information sharing
  • Coordinate with the marketing team to create communication tools and collateral that help promote service offerings
  • Drove services growth by developing relationships with key government stakeholders, secured new business, and identified upselling opportunities
  • Ensured smooth onboarding of new clients and continued service delivery excellence to support long-term business relationships
  • Provided regular reports to leadership on project pipelines, service delivery performance, and promotional activities
  • Ensured that business goals were aligned with market dynamics and evolving client needs
  • Delivered and secured $42M (+$1.2M) in annual revenue by successfully managing business relationships and securing large contracts with major government departments
  • Led the successful transition of multiple client workloads to the cloud, ensuring security, compliance, and seamless integration, while maintaining high levels of customer satisfaction
  • Directed the preparation and submission of RFP responses that resulted in winning several high-value contracts with Queensland Government departments
  • Improved service delivery by mentoring service managers and optimizing workflows, ensuring that client expectations and KPIs were consistently exceeded

Bids Delivery Manager

QLD Government
Brisbane
07.2017 - 12.2017
  • Led the Bid Team through a transformational period, fostering a culture of excellence by setting clear goals, promoting collaboration, and ensuring alignment with organizational values
  • Collaborated with HR to redesign services and proposal teams, meeting the evolving needs of the business, enhancing employee engagement, and ensuring a strong client-focused culture
  • Managed the establishment of a customer focused team structure that improved service performance and client satisfaction
  • Championed the improvement of the proposal-to-order process using ITIL tools, working with internal stakeholders and external partners to streamline corporate processes and ensure compliance with governance and regulatory frameworks
  • Oversaw the end-to-end management of complex tenders, focusing on IaaS, Networking, Cybersecurity, Data Protection, and Managed Security Services
  • Ensured solutions were designed to meet client needs and expectations while maintaining internal standards for quality and compliance
  • Collaborated with both internal stakeholders and external partners to create compelling, client-centric bids and tenders
  • Managed relationships with clients and partners to ensure successful project outcomes and customer satisfaction
  • Successfully created a client-centric workplace transformation that motivated high performers and encouraged team members to explore career development through alternative growth paths
  • This initiative led to decreased absenteeism, improved work-life balance, and higher employee engagement
  • Improved the efficiency of the proposal-to-order process by leveraging ITIL tools and working closely with internal and external stakeholders
  • This resulted in faster processing times and streamlined corporate processes while maintaining governance compliance
  • Ensured all tender submissions adhered to strict governance standards, aligning with both client needs and regulatory requirements, which led to improved tender outcomes and client satisfaction

Senior Bid Manager

Schneider Electric
Brisbane
03.2016 - 04.2017
  • Company Overview: Industries served: Mining, Oil & Gas, Commercial Buildings, Utilities, and (Modular) Datacentres
  • Led and developed the Solution Centre’s Bid and Solution Engineering Teams, continuously improving team members’ capabilities to respond to complex strategic pursuits through training, lessons learnt and win/loss reviews
  • Responsible for all bid activities in alignment with the company’s strategic directions, financial goals, and internal policies
  • Drove and measured (through KPIs) process orientation of the sales teams by leading pipeline reviews to ensure accuracy of entered information
  • Highly accomplished at working in a consultative fashion and communicating across all levels of a matrixed organization to workshop solutions to gain conceptual alignment
  • Industries served: Mining, Oil & Gas, Commercial Buildings, Utilities, and (Modular) Datacentres
  • Improved RFPs development time and quality by managing the bid team activities, reviewing and approving team members’ tender documentation, and standardizing RFP process, templates, and reports in Salesforce
  • Coached and trained newly acquired companies’ teams (i.e., after Mergers and Acquisitions) on corporate processes, procedures, and systems
  • Pursued continuous improvement by learning leadership models to improve teamwork effectiveness

Bid Manager – Major Pursuits

Schneider Electric
Brisbane
05.2013 - 02.2016
  • Company Overview: Industries served: Mining, Oil & Gas, Commercial Buildings, Utilities, and (Modular) Datacentres
  • Acted as the single point of contact for the client, the sales teams, and the internal teams to identify and problem-solve obstacles early in the sales cycle to overcome any objections
  • Prepared robust costing sheet by liaising with and validating inputs from cross-functional/virtual teams (risk management, operations, engineering, project delivery, sales, marketing/product teams, finance, legal, procurement, contractors, and partners), evaluated and challenged offers from contractors to driving price effectiveness through standardization
  • Harmonized contractual and technical information to ensure the submission of a complete and gap free end-to-end solution
  • Gained submission approval by leading reviews with senior executives, provide support during commercial and contractual negotiations
  • Arranged post bid reviews, lessons learnt, and handover to project delivery post contract award
  • Industries served: Mining, Oil & Gas, Commercial Buildings, Utilities, and (Modular) Datacentres
  • Increased RFP success rate by facilitating pre-sales workshops with targeted clients mapping unwritten client requirements, drafting the software architecture, and creating high-quality technical Statements of Works that articulated value and benefits to the clients
  • Recognised as Salesforce Champion during the rollout phases (2015 and 2016) by training Sales teams on internal processes, CRM tools, and ensuring that the CRM information was updated with the necessary data to deliver regular insights to the business and improve sales performance
  • Pursued continuous improvement by learning additional products, solutions, sales tactics and strategies

Senior Proposal Engineer

Schneider Electric
Sydney
09.2011 - 04.2013
  • Company Overview: Industries served: Mining, Oil & Gas, Utilities, and Datacentres
  • Designed cost-effective control system and network architectures, created robust costing sheets by liaising with and validating inputs from Subject Matter Experts and Segment Managers
  • Gained submission approval by leading reviews with senior executives, provide support during commercial and contractual negotiations
  • Arranged post bid reviews, lessons learnt, and handover to project delivery post contract award
  • Pursued continuous improvement by learning additional products and solutions in market verticals
  • Industries served: Mining, Oil & Gas, Utilities, and Datacentres

Senior Project Manager

Schneider Electric
Bergamo
02.2010 - 08.2011
  • Company Overview: Industries served: Utilities (Electricity and Water), Power Generation (Gas and Steam Turbines, Diesel Generators, Solar and Hydro)
  • Delivered cross-business units projects whose scope encompassed Industrial Automation, Medium Voltage, Low Voltage, and Secure Power
  • Increased projects profitability by 7% (average) by effective variation management, improved accuracy of risk assessment, negotiation and management of project resources
  • Identified new opportunities and followed them through to become projects
  • Engaged with a diverse group of stakeholders to develop projects pipeline
  • Accountable for the delivery of all the projects in the portfolio, from allocation of resources, to quality assurance, and compliance to specifications and safety standards
  • Assured all team members received appropriate training to promote consistency in delivery expertise, including compliance with Workplace Health & Safety and Environmental policies and procedures
  • Resolved internal and external short- and medium-term issued by improving communications and dialogue between project managers, engineers, and sales team
  • Industries served: Utilities (Electricity and Water), Power Generation (Gas and Steam Turbines, Diesel Generators, Solar and Hydro)

Project Manager

Schneider Electric
Bergamo
02.2008 - 02.2010
  • Company Overview: Industries served: Utilities (Electricity and Water), Power Generation (Gas and Steam Turbines, Diesel Generators, Solar and Hydro), Oil&Gas, Marine (Tugs, Bulk Carriers, Cruises - RINA)
  • Delivered concurrent turnkey projects, improving project margins by 5% (average) while ensuring client satisfaction and retention
  • Prepared, defined, and tracked project scope of work, budget plan and project deliverables from engineering conception to SAT
  • Reported on project progress, including finance, HSE, and quality
  • Identified resource requirements and assigned responsibilities to technical project team members
  • Directed, supervised, supported, and coordinated project staff to ensure successful completion of the project
  • Coordinated reporting activities, including project status and budgeting updates
  • Traced, escalated, and resolved critical issues to minimize project risk factors
  • Liaised with clients, sub-contractors, and vendors to establish and maintain effective working relationship and gain problem resolution
  • Industries served: Utilities (Electricity and Water), Power Generation (Gas and Steam Turbines, Diesel Generators, Solar and Hydro), Oil&Gas, Marine (Tugs, Bulk Carriers, Cruises - RINA)

Artificial Intelligence Engineer

Italcementi - CTG
Bergamo
03.2006 - 02.2008
  • Designed advanced regulation techniques applied to cement production process (Kilns, Vertical and Horizontal Mills) using Artificial Intelligence technologies (Expert System, Fuzzy Logic, Neural Networks and Model Predictive Control)
  • Developed technical specifications, performed factory acceptance tests, participated in commissioning and start-up phases of DCS, PLC/SCADA, and OSI PI for cement production facilities
  • Evaluated tenders, including coordination of sub-contractors and vendors to supply quotes for required scope of work
  • Set-up, maintained, and applied tools for effective engineering of Automation systems

Automation Software Engineer

Tenaris
Bergamo
07.2002 - 03.2006
  • Designed, developed, tested, and deployed Object Oriented software for MES, ERP, material tracking
  • Integration of Control Systems (PLC and SCADA) with IT environments
  • Designed, installed, commissioned, and performed SAT of control systems and industrial networks (Ethernet and Fieldbus)
  • Configuration and testing of drives
  • Software development for Integration of Control Systems (PLC and SCADA), MES, ERP, inventory, OEE, material tracking
  • Designed, installed, commissioned, and performed SAT of control systems and industrial networks (Ethernet and Fieldbus)
  • Configuration and testing of drives
  • Optimized control room physical layout (including plant area data centre)

Education

MBA - International Negtitions

Queensand University of Technology
Brisbane
12-2017

Master of Science - Industrial Automation

Politecnico Di Milano
MIlano
02-2002

Skills

Enterprise Cybersecurity Strategy and Governance

Risk Management and Compliance (ISO 27001, IEC 62443, NIST, GDPR)

Threat Intelligence, SOC, and Incident Response

Cloud and Hybrid Security Architectures (AWS, Azure, Zero Trust)

Executive leadership and cross-functional collaboration

Business resilience, security-first culture, digital transformation

Certification

CISSP - Certified Information Systems Security Professional, ISC2 – In progress (May 2025)

CISM - Certified Information Security Manager, ISACA – In progress (December 2025)

CCSP - Certified Cloud Security Professional. ISC2

AWS Certified Cloud Practitioner (CLF-C01), AWS

Using the ISA/IEC 62443 Standard to Secure Your Control Systems, ISA Online

Large Account Management Process (LAMP), Miller Heiman Group.

Developing effective mentoring practice, QLD Public Service Commission PSC

Tender and Contract Management Professional, Schneider Electric Australia

Project Managers Associate, Project Management Institute

Languages

Italian
First Language
English
Proficient (C2)
C2
German
Elementary (A2)
A2

Timeline

Senior manager – Cybersecurity for OT and Cloud

EY
12.2022 - Current

OT and Cloud Security Program Lead

Yokogawa ANZ
03.2020 - 10.2021

Key Account Manager

Yokogawa ANZ
08.2019 - 10.2021

Technical Promotions Manager

ABB Electrification
02.2019 - 08.2019

Services Delivery Manager

QLD Government
12.2017 - 12.2018

Bids Delivery Manager

QLD Government
07.2017 - 12.2017

Senior Bid Manager

Schneider Electric
03.2016 - 04.2017

Bid Manager – Major Pursuits

Schneider Electric
05.2013 - 02.2016

Senior Proposal Engineer

Schneider Electric
09.2011 - 04.2013

Senior Project Manager

Schneider Electric
02.2010 - 08.2011

Project Manager

Schneider Electric
02.2008 - 02.2010

Artificial Intelligence Engineer

Italcementi - CTG
03.2006 - 02.2008

Automation Software Engineer

Tenaris
07.2002 - 03.2006

MBA - International Negtitions

Queensand University of Technology

Master of Science - Industrial Automation

Politecnico Di Milano

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