Jim Gluck

Examiner
DISC Type : cs

Sr. Director, Cybersecurity at PJM Interconnection

Greater Philadelphia, United States

Overview

Jim has no verified overview

Personality Overview

Unexpressive

Process Oriented

Overcautious

They are heavily focused on quality and prefer doing things the right way, even if it takes time.  Being observant comes to them naturally. The only way to convince them is by showing them examples and ample proof.

Topics They Care About

Jim has no verified topics they care about

Media Appearances

Jim has no verified media appearances

Work History

3-2024
Sr. Director, Cybersecurity at PJM Interconnection
11-2022 - 3-2024
Director, Enterprise Information Security at PJM Interconnection
9-2019 - 1-2023
Director - Member Relations at PJM Interconnection
9-2008 - 1-2019
Principal Consultant at truSolutions
9-2008 - 3-2012
Consultant at Utilicast

Education

2015 - 2017
Master of Business Administration - MBA from Villanova University
1997 - 2001
BS from University of Delaware

More Information

Social Presence :

Prographics :

Exp : 24 Location : Greater Philadelphia, United States Job Level : Senior Designation : Sr. Director, Cybersecurity at PJM Interconnection
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Insights For Selling To Jim

During A Call Or A Meeting

DO's

  • Ask them which other stakeholders would be important for this purchase decision
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them
  • Expect them to be vague in response to your questions, ask firmly and pointedly

DONT's

  • Avoid getting into storytelling mode, especially when they ask specific questions
  • Don't use phrases like 'do not worry', 'i promise' etc.
  • Don't rely on relationship building even if they act pleasantly

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Jim is

  • Low-risk, adoption by others are very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Jim

  • Often, they don't say no, or keep going about it in circles.

Insights For Deal Planning

    How fast (or slow) will Jim move?

  • They do not like to rush and therefore can be quite slow in their decision-making.
  • Can Jim take some risk or not?

  • They have little risk-appetite and prefer to take measured decisions.

You And Jim

Personality Compatibility


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