Mary Pantelopoulou

Critic
DISC Type : C

Director of Business Value Management at Microsoft

Redmond, Washington, United States

Overview

Mary Pantelopoulou is a Director of Business Value Management for Business Applications at Microsoft. A Chartered Accountant with over 20 years of international finance experience, she is focused on helping customers quantify the business value and impact of their digital transformation journeys, particularly with AI and low-code platforms.

Originally from Athens, Greece, Mary states that for her, everything revolves around family and food, which results in a lot of fun. She brings a unique cultural lens on balance to her professional life, viewing the current era of AI as a significant, disruptive transformation.

Unique fact: Mary compares the current AI era to the introduction of the internet, calling it a "big disruptive thing. "

Personality Overview

Negotiator

ROI Driven

Critic

They don’t appreciate bells and whistles unless backed by data.  They are quite likely to negotiate on pricing or other key terms. They choose to analyze logically and value facts to emotions.

Topics They Care About

AI Business Value
Her role and recent podcast appearances focus on quantifying the ROI of AI, Copilot, and Power Platform to tie technology investments to strategic business objectives like growth and cost reduction.
Process Re-engineering
She advocates for rethinking and re-engineering business processes with AI, rather than just automating existing steps, to achieve transformative results.
Microsoft Power Platform
Frequently speaks about how organizations can leverage the Power Platform to achieve compliance, inclusivity, and business value, especially in government services.

Media Appearances

Mary has no verified media appearances

Work History

3-2024
Director of Business Value Management at Microsoft
12-2018
Business Value Manager at Microsoft
12-2016
Finance Director, Dynamics at Microsoft
12-2014
Snr. Finance Manager DX Group, CorpHQ at Microsoft
12-2013 - 12-2014
Snr. Finance Manager at Microsoft

Education

1998 - 1998
Hns Accounting from University of South Africa/Universiteit van Suid-Afrika
Chartered Accountant from SAICA

More Information

Social Presence :

Prographics :

Exp : 26 Location : Redmond, Washington, United States Job Level : Mid-senior Designation : Director of Business Value Management at Microsoft
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Insights For Selling To Mary

During A Call Or A Meeting

DO's

  • Don’t forget to mention how you compare to competition on both features and pricing
  • If you can, show them industry reports or analyst comments instead of sharing anecdotal stories
  • Use phrases like ‘expect X% improvement’, ‘data clearly shows’ etc.

DONT's

  • Avoid phrases like ‘trust me’, ‘others just love’ etc.
  • Don’t try too hard to build a relationship with them
  • Avoid pushing them too much to involve other stakeholders unless it is critical

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mary is

  • Proven ROI, pricing and objective proof points are the factors that sway their decision.
  • Will you ever get a clear answer from Mary

  • They are comfortable saying no if they are convinced that it is the correct decision.

Insights For Deal Planning

    How fast (or slow) will Mary move?

  • They are neither the fastest nor the slowest decision makers, they are somewhere in the middle.
  • Can Mary take some risk or not?

  • They can bear some risk if their analysis backs the decision.

You And Mary

Personality Compatibility


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