Mark Schwartz

Enigma
DISC Type : DIC

Executive in Residence at Amazon Web Services

Greater Boston, United States

Overview

Mark Schwartz is an award-winning CIO and an Executive in Residence at Amazon Web Services, where he advises senior executives on digital transformation. An alumnus of Yale University, he is an accomplished author and a strategic thinker known for using technology to create business value. People who have worked with him describe him as innovative, strategic, and passionate.

He is the author of multiple books on IT leadership and digital transformation, often using creative and humorous analogies to explain complex topics. His writing delves into subjects like bureaucracy, ethics in the digital age, and deriving business value from technology investments, reflecting a deep interest in the philosophy behind technological change.

Unique fact: Mark wrote a book on digital transformation that features a debate between Frankensteins monster and the Gingerbread Man to illustrate points about ethics.

Personality Overview

Fast Follower

Challenger

Hard To Convince

They are generally strong communicators and are not easy to convince.  They are likely to ask many questions and look heavily for supporting proof as well as information. They can sound friendly and charming but can quickly change gears to become inquisitive and probing

Topics They Care About

Digital Transformation
His career as a CIO and current role at AWS focus on helping large enterprises navigate digital transformation. He has also authored several books on the subject.
IT Leadership
As a former multi-time CIO and author of books like "A Seat at the Table, " he is a prominent voice on effective IT leadership in the modern era.
Business Value of IT
Authored "The Art of Business Value, " focusing on how technology can create competitive advantage, increase revenue, and accomplish an organization's mission.

Media Appearances

Mark Schwartz, Enterprise Strategist, Amazon Web Services (AWS). Featured in YouTube

See Now

Work History

7-2017
Executive in Residence at Amazon Web Services
11-2016 - 7-2017
Board Member at DigitalTown
6-2010 - 6-2017
Chief Information Officer (CIO) at US Citizenship and Immigration Services (USCIS)
1-2004 - 5-2010
Chief Information Officer (CIO) at Intrax Cultural Exchange
4-2000 - 12-2003
Chief Executive Officer (CEO) at Auctiva Corporation

Education

BS from Yale University
MA from Yale University

More Information

Social Presence :

Prographics :

Exp : 28 Location : Greater Boston, United States Job Level : N/A Designation : Executive in Residence at Amazon Web Services
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Insights For Selling To Mark

During A Call Or A Meeting

DO's

  • Leverage 'negging', or the art of asking negative questions like "you must not be convinced yet..."
  • Be prepared for a mix of questions and inquisitiveness, answer them in the tone in which they have been asked
  • Build rapport slwly without rushing, it will come handy to handle hard questions later

DONT's

  • Don’t rely excessively on your relationship with them to win the deal even if you come to form one
  • Don’t try to rush them into a decision, provide all necessary information first
  • Don’t brush off any concerns, take all questions seriously. They are easily deterred

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mark is

  • Proven value, strong objective evidence are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Mark

  • They are practical and friendly, but can give a clear response with a little prodding

Insights For Deal Planning

    How fast (or slow) will Mark move?

  • They like to be detailed, so unless they develop strong conviction, they can take their time to arrive at decisions
  • Can Mark take some risk or not?

  • They evaluate their decisions systematically and do not take risks that often, unless you can get them to develop strong conviction

You And Mark

Personality Compatibility


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