Business Intelligence Information Services

PAG

E *

Glenn N. Maiorano

** **** *** *****, ******, Ct 06612

Cell: 203-***-****

A Professional Profile

● Communications, Media and Information Services professional who has led B2B Communications, Information Services and Media Industry. A Lifelong learner embracing my curiosity translating IT Services into a competitive business advantage

● Visionary sales leader with over 20 years generating new business: start-ups, mid-size and corporate enterprises

● Focusing on new logos wins that disrupt and transform business: Internet, IoT, Cloud, AI/ML and Security

● Trusted advisor to the CXO Suite with business leaders on best practices, business intelligence, insights to help them build new products and services to generate revenues

● Extensive experience in building partnerships to introduce clients to best practices and solutions

● Leveraging the latest GenAI, ML and analytic tools to help organizations experiment and integrate new capabilities to enhance visibility and efficiency

● Providing decision-makers with business metrics and data to support their IT investment. Professional Experience

Simform/Armakuni

Strategic Enterprise Sales Director (Media, Entertainment, Information and Communications) 2022- Present

Established our Armakuni Innovation Center (AIC) to become Premier AWS Cloud Consulting Partner with over 250 + cloud- certified professionals leading cloud advisory, cloud deployment, cloud integration services, Cloud Ops, Data Engineering and Migration services for Enterprise applications SAP, Oracle, and Microsoft. Leveraging Simform's strong focus on Cloud Native Development, DevOps, IoT, GenAI, Big Data and ML. Lead (Media, Information, Telecom and Entertainment) initiatives with my existing contacts to win 5 new AI Projects, with Vonage (Ericsson), Optimum (Altice), RingCentral (At&T) and TexLocal to generate over 2.4M in new revenue growth TCR Responsible for new Generative AI projects with InterSystem, The American Psychological Association and their 50 Partners Digital.ai, ViaCom, The Utah School of Medicine, and Wolters Kluwer Health, Thomson Reuters and representing 4 M Highly developed account management skills, responsible for leading the global sales organization to enhance client engagement resulting in 115% increase in customer success and revenue Established our AWS Premier Partner program to generated over 12M new business revenue growth and profitability with over 20 new accounts 2023.

Lead our Enterprise GenAI team at HIMMS focusing on enterprise resource planning tools, Oracle NetSuite, SAP BusinessOne, and Microsoft Dynamics

Won Most innovative Healthcare AI solution at HIMMS 24, Judged over 600 Generative AI solutions for InterSystems Global Summit to productionize the New Partner of the Year winning solutions Leveraging ISG advisory to engage Simform with new companies sourcing to identify over 10M in new projects Rackspace Technologies

Enterprise Sales Consultant

2018-2022

Targeting 45 Global Accounts with over 1 B in Managed Services revenue generating over 200M in annual new revenue Responsible for developing new business with Thomson Reuters, Wolters Kluwer, Veritext, Turner, Time Warner, Time Inc, SAIC, Subway, Pandora, Bristol-Myers Squibb, LifeScan, Digital.ai, ViaCom, Polaris Entertainment, Mars Inc, Lazard, and J&J Introduced Bain: Strategic Account Planning and Must have Account Planning Identified new business revenues TCG over 630M in the first year working closely with McKinsey to develop opportunities Top 100 Executives ranked in InformationWeek

Developed alliance Partnership with leading multi-cloud services: AWS, Azure, Google and Cyber Security partners: Akamai, Palo Alto, Armor, and CrowdStrike and Rackspace Application Services (SDDC) for SAP, and Oracle (OCI) Member of MESA, IAB and the Internet OTC

Well versed in Digital experience Consulting, Big Data and Advanced Analytics, Experience Design Thinking, IoT, AI, AR, Security, DevOps, Test Automation and Agile Development PAG

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DXC Technologies

Enterprise Client Strategist

2015-2018

Lead the Digital Transformation Practice with 4 Regional Managers and 12 account executives for the Media and Entertainment vertical.

Leveraging my strong relationships with agencies, publishing, Linear(broadcast) and non-linear (streaming) media. Generated over 11 million in new business TVC.

Clients ViaCom, NBC, CBS, Omnicom and Thomson Reuters Focused on Digital Transformation Services from SAP (quote-to-Cash management) and Revenue Accounting (RAR), Oracle, and Salesforce leveraging DXC’s analytics, AI and Machine learning insights NIIT Technologies, Atlanta GA

Sr. VP Media, Entertainment and Telecom

2013-2015

Lead the Media division sales and marketing teams, 6 direct reports and 15 in directs over 34 M in new business revenues Key speaker for NIIT at Mega-Conference, DMA and NNA Developed “Must Win Account” Plan and coordinated all C-Level meetings with direct reports.

● Sold over 12M of new business revenue in 24 months with contracts spanning 3 years

● Identified a 150M pipeline of new business opportunities

● Targeted large Media Contracts worth over 15M

Cognizant Technology Solutions, Teaneck, NJ

Sr. Sales Director, MITE

2011-2013

A new business enterprise hunter responsible for 10 targeting accounts in media, information services, and telecom Leveraging or SAP, Oracle and Microsoft practices: (Focused in SAP/Hanna, Oracle Fusion, Microsoft Dynamics and custom Salesforce integration to improve visibility to the CXO Suite. Generated over 12M in new revenue (Thomson Reuters, Wolters Kluwer, McGraw-Hill, Scripps, ProQuest, and the 5 leading digital media agencies: Omnicom, Publicis Groupe, WPP, Interpublic Group and Dentsu leveraging our SAP Ariba practice to help with Asset and Inventory Management to organize asset and achieve just in time inventory management.

● Lead the Sales effort for our new digital asset platform (Asset Serve) to the advertising agency holding companies (Publicis, Omnicom, WPP and IPG) winning 6 M 6 year deal at Omnicom

● Delivered 130% of targeted budget in my first year and over 135% in my second year

● Opened the Latin America Market for Wolters Kluwer with a contract for over 200 FTE’s over 4 years

● Won the first new business opportunity at At&T 10M.

● Reshaped the new digital think for SMAC(Social, Mobile, Analytics and Cloud Solution) sold the new digital approach and master architecture for next generation enterprises to media community Virtusa Corporation, New York, NY

Sr. Director of Media, Information Technology and Telecom 2009-2011

A new business sales professional targeting the top 15 media enterprises leveraging my 18 years of domain experience. To date I have closed over 1.5 million in new business revenue and I’m on target to generate over 3 million in new business revenue. (Time Inc, Washington Post, ViaCom, GE/NBC Universal, American Physiological Association, McGraw-Hill, AT&T, NFL, and Disney)

● Targeted the CXO suite executives with a 3-dimensional marketing campaign leveraging the best authors in business process improvement gaining access to CIO’s and their senior IT Directors

● Leveraged our “Platforming” solutions, “Accelerated Solutions Development” and engineering heritage ISV’s

● Developed approach and coordinated with IT specialists within our organization to deliver successful projects

● Average initial engagements are $250K to $500K with annual contracts billing over 1 million during implementation

PAG

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Corporate Selling Solutions, Easton, CT

2003 to 2009

Consultant to a myriad of companies hired to quickly generate revenue, establish a strong pipeline of new prospects, and give senior management a realistic view of projected revenues. I aggressively focused on selling my clients technology and service solutions to Fortune 500 companies, media companies and advertising agencies. Relevant clients: E-commerce Solutions, CentrPort, ICDL, Books24x7, TruEffect, Celemi, and Predictive Index and DigiDay Media

● Hired to generate new business revenue for clients using a “Customer Focus Selling” approach to win new clients, expand and enhance revenues with existing clients, and most importantly, grow profitable revenue

● Review clients business challenges, understand the competitive environment and present a winning sales plan

● Championed a “Customer Focused Selling” strategy to effectively penetrate and secure executive agreements at leading Fortune 500 companies

Phase2Media, New York, NY

Vice President 2000 to 2003

Lead the sales and marketing organization of a 57M internet advertising firm with over 150 branded web sites Direct reports: 5 senior managers and 20 sales and marketing individuals.

● Evaluated and executed a new dynamic ad serving platform (Double Click), based on pixel tracking, data marts and digital modeling to enhance advertising effectiveness and increase profits. (10 million in Revenues first year)

● Purchased a Web X platform so we could conduct more cost-effective meetings limiting T&E expenses

● Instituted a shared server environment to house our sales/marketing materials to allow our representatives to have access to the most updated materials and data online

● Conducted weekly staff meetings for sales, marketing, and operations to assess our progress and report up to senior management with the implementation of Salesforce.com

● Installed “Power Base Selling” method and sales tracking system to identify key buyers and manage accounts Post-Newsweek Business Information, Vienna, VA (Government Computer News, State and Local and Conference) Vice President, Associate Publisher, 1998 -2000

Responsible for New Business Development. Integrating Print, Internet, Custom Publishing, Research and Events Targeted the top 50 advertisers and won over 4.5 million in new business revenue

● Responsible for 46 million in revenues and 25 direct reports

● Generated over 2.2 m new business in first 6 months

● Collaborated with editorial, marketing and sales to create compelling custom publishing opportunities generating over 4.3 million in new business revenues

● Established high level business relationships with clients and their agencies by instituting, “The Marketing Outcomes” sales improvement plan.

● Initiated and lead the Re-Design of GCN.com

● Developed a sales incentive program to leverage all our market intelligence, media platforms and product testing services to enhance profitability and increase commissions for top producers

● Negotiated the first joint advertising program integrating GCN, the Washington Post and Newsweek magazine McGraw-Hill Inc., New York, NY

Information Services Group – Global Advertising Director, Data Comm and Tele.com, 1995 -1998

● Grew sales for both print and online by 52% for three consecutive years

● Managed 26 M Budget for sales/marketing and 15 direct reports

● Recruited seven new district sales managers

● Led www.data.com through an award-winning redesign and technology enhancement

● Established a new sales process improvement program with Holden International

● Traveled extensively thought the North American territories with the sales team to assist with presenting and selling market research (Custom Simmons, Intelliquest, @plan, Cowen, Forrester, Gartner and Harvey research studies), advertising plans and closing business

CMP MEDIA, New York, NY

CommunicationsWeek Magazine and .com

Mid Atlantic District Manager, 1991- 1995

● Increased sales from 600K to 2.2 Million in 1993

● Received the “Selling Machine” Award

● Developed AT&T, Sprint, MCI and Digital as core advertisers PAG

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● Created direct mail campaign to win over difficult agencies

● Responsible for the selling custom Simmons and Intelliquest studies Specialty Publishers, Westport, CT (Yearbooks for the NFL, NBA, MLB, Olympics and Career Futures Magazine) Co-Founder and National Sales Manager, 1989 – 1991 Responsible for establishing advertising revenues and client development

● Established sales to 4.1 Million in the first year

● Hired initial sales team, marketing/research, editorial staff and administrators

● Reported directly to President/Founder

● Developed Fortune 100 core advertisers (Honda, Seagrams, IBM, American Express, GE, Toyota, GM, Brooks Brothers, Macy’s, and Pepsi)

XEROX Corporation, Stamford, CT (leading office automation technology and solution provider) District Sales Manager for the New York City territory, 1985 – 1989

● Responsible for 2 million in sales, office automation equipment and desktop publishing software

● Achieved Presidents Club Award ’88, Par Club’87, and “Best Product Demonstrator” ‘86

● MIAC Representative Executive Communications Training Center

● Presented “Future of the Paperless Office” to corporate accounts

● Product Specialist for Venture Publisher Software EDUCATION

State University of New York, College at Cortland: BA, Political Science XEROX (PARC)

Cortland Varsity Lacrosse

Served on the CONNY Board

Elected to the Easton Board of Education (Two Terms 12 yeas) Certified in the following: Professional Selling Skills, Marketing Outcomes, Power Base Selling, Predictive Index, and Customer Focused Selling Skills.

Former member of the BPA and IAB

HIMMS New England member

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