Glenn Watt

Energizer
DISC Type : I

CISO Emeritus (Retired) at Medidata Solutions

Allentown, Pennsylvania, United States

Overview

Glenn has no verified overview

Personality Overview

Enthusiastic

Full Of Energy

Imaginative

Unlike C or D types, they are vocal with their opinions but not so much with their questions.  They are not always early adopters but can be pursuaded by leveraging strong relationships. They are people oriented, friendly and like creating new connections.

Topics They Care About

Glenn has no verified topics they care about

Media Appearances

Glenn has no verified media appearances

Work History

5-2018
CISO Emeritus (Retired) at Medidata Solutions
12-2007 - 5-2018
VP, Global Information Assurance and Privacy and CISO at Medidata Solutions
9-2007 - 12-2007
Director, Computer Security Research Center at East Stroudsburg University
7-1999 - 8-2007
CEO at Backbone Security.Com
5-1996 - 6-1999
Deputy Director, Network at USAF Air Combat Command

Education

1977 - 1979
MS from Lehigh University
1973 - 1977
BS from Kutztown University of Pennsylvania

More Information

Social Presence :

Prographics :

Exp : 31 Location : Allentown, Pennsylvania, United States Job Level : Mid-senior Designation : CISO Emeritus (Retired) at Medidata Solutions
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Insights For Selling To Glenn

During A Call Or A Meeting

DO's

  • Talk anecdotally about the customer experience that your product offers
  • Talk about their team and how your product will help them do things better and easier
  • Use adjectives like ‘amazing’, ‘coolest’, ‘unbelievable’ etc.

DONT's

  • Avoid cutting into their flow
  • Don’t be too formal, focus on building comfort and trust
  • Don’t push them to make a decision too fast, let them get comfortable first

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Glenn is

  • Relationship and trust can be vital with them, sometimes more than anything else.
  • Will you ever get a clear answer from Glenn

  • They are unlikely to say no directly, you have to make that decision yourself.

Insights For Deal Planning

    How fast (or slow) will Glenn move?

  • They are not the fastest decision makers, their friendly approach can give false positive signals.
  • Can Glenn take some risk or not?

  • They can accept limited risks, ones that they think will not impact them personally.

You And Glenn

Personality Compatibility


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