Geoff Massam

Wildcard
DISC Type : sic

Managing Director and Head of Technology Transformation at BNY Mellon

Greenwich, Connecticut, United States

Overview

Geoff Massam is the CIO and Head of Technology Transformation at BNY Mellon, driving the modernization of data centers, infrastructure, and cloud adoption. His extensive career includes CIO roles at Deutsche Bank and Director at Merrill Lynch. He earned a Bachelor of Science from Victoria University of Wellington.

Geoff is passionate about creating opportunities and bridging the talent divide. He is an active partner and a client advisory board member for Year Up, an organization dedicated to empowering young adults, and frequently shares his fulfillment from this partnership.

Before his current role, Geoff co-founded an AI startup that developed a platform for next-generation talent searches.

Personality Overview

Requires Proof

Curious But Skeptical

Friendly But Slow

They typically tend to be late adopters even when they seem friendly and excited about what you have to sell  They are unlikely to ever become strong champions even when the conversations are going well; you should focus on cultivating other champions They are often friendly and nice, but can sometimes suprise you with their piercing questions

Topics They Care About

Technology Modernization
His core responsibility at BNY Mellon involves leading the end-to-end modernization of the company's technology, including infrastructure, data centers, and cloud strategy.
Talent Development
Demonstrates a strong commitment to creating career opportunities by serving on the client advisory board for Year Up, an organization focused on workforce development.
Agile Transformation
Champions a cultural shift from a project to a product mindset, aiming to create scale, capability, and agility in how technology is delivered.

Media Appearances

Geoff has no verified media appearances

Work History

1-2017
Managing Director and Head of Technology Transformation at BNY Mellon
10-2013 - 1-2017
Co-Founder and President at AI Start up
10-1999 - 1-2013
Managing Director - CIO at Deutsche Bank
1-1990 - 10-1999
Director, Technology Global Markets at Merrill Lynch

Education

Bachelor of Science (BSc) from Victoria University of Wellington

More Information

Social Presence :

Prographics :

Exp : 35 Location : Greenwich, Connecticut, United States Job Level : Mid-senior Designation : Managing Director and Head of Technology Transformation at BNY Mellon
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Insights For Selling To Geoff

During A Call Or A Meeting

DO's

  • Build rapport, it will come handy to handle hard questions later
  • Help them realize that there is no personal risk in making this decision
  • Persuade objectively how your product will help them achieve their goals

DONT's

  • Don't ask them to move fast, let them take their time and digest all the information
  • Avoid phrases like ‘trust me’, ‘you will just love it’ etc.
  • Do not sound overly eager, modulate your energy levels especially if you are generally enthusiastic

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Geoff is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Geoff

  • They are likely to give you a clear answer without taking you around in circles. However, if you share a good relationship, they might not be so forthcoming.

Insights For Deal Planning

    How fast (or slow) will Geoff move?

  • They like to perform full analysis and can take time to make any decision.
  • Can Geoff take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Geoff

Personality Compatibility


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