Glen Hlavsa

Captain
DISC Type : DS

Regional Sales Director at Cipher | A Prosegur company

New York City Metropolitan Area, United States

Overview

Glen is a Regional Sales Director at Cipher with deep expertise in cybersecurity and managed services. He has a distinguished track record of consistently exceeding multi-million-dollar sales objectives and has won the Presidents Award three times for his performance. He studied Business Administration at Middlesex College.

A unique fact about Glen is that from 2019 to 2023, he surpassed his sales goals by an average of 127% each year, showcasing exceptional consistency.

Personality Overview

Consummate Professional

Planner & Achiever

Long-Term Thinker

They might take some time to make their mind up but once they do, they don't change it easily.  They exhibit a rare combination of being result-oriented but patient at the same time. Reading between the lines and seeing beyond your words comes naturally to them.

Topics They Care About

Cybersecurity Threats
He frequently posts about emerging cyber threats, including new malware campaigns, Google Chrome exploits, and software supply chain vulnerabilities.
Managed Security (xMDR)
His professional title and role at Cipher are focused on managed security services, including xMDR, MSS, and GRC, indicating this is his core business focus.
Enterprise Sales
He has a proven history as a top-performing enterprise sales executive and leader, consistently exceeding quotas and developing new business with large companies.

Media Appearances

Glen has no verified media appearances

Work History

11-2023
Regional Sales Director at Cipher | A Prosegur company
12-2022 - 5-2023
Countercept Managed Detection & Response Sales Team Lead at WithSecure
7-2021 - 12-2022
Business Manager at WithSecure
1-2021 - 6-2021
Enterprise Sales Executive | Fiber Solutions Expert at Crown Castle
5-2019 - 1-2021
Enterprise Account Manager at T-Mobile

Education

1986 - 1989
Business Administration from Middlesex College

More Information

Social Presence :

Prographics :

Exp : 14 Location : New York City Metropolitan Area, United States Job Level : Mid-senior Designation : Regional Sales Director at Cipher | A Prosegur company
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Insights For Selling To Glen

During A Call Or A Meeting

DO's

  • Let them know of potential risks but suggest mitigation methods alongside
  • You can spend time on BANT (or other qualification methodology) but keep it to the point
  • Ask them at the end if they see a strong value prop in your product; expect an honest answer

DONT's

  • Don't take their patience for granted, avoid long-winding sermons
  • Don't go over them unless you are left with no other option
  • Avoid putting conscious effort into relationship-building

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Glen is

  • Strong proof of impact and their conviction will matter the most, but they wouldn't want to act unilaterally either
  • Will you ever get a clear answer from Glen

  • They will say no if they are not convinced but you will have to prompt them.

Insights For Deal Planning

    How fast (or slow) will Glen move?

  • They will want to understand things well but can move fast once they have a clear picture.
  • Can Glen take some risk or not?

  • They have good risk tolerance but are likely to think it through once or twice.

You And Glen

Personality Compatibility


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