Mary Giuliani
Enterprise Renewals Manager at Imprivata- Claim this Profile
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Bio
Parker Chase-Corwin
Mary is one of my all-time favorite Account Managers that I've had the pleasure of having on my team. She is a tremendous talent in customer management - gracefully handling all kinds of situations, from the politically difficult to the overly complex. Mary always impressed me with her consistently high work ethic, her fearlessness in tackling projects and handling uncertainty, and her poise under pressure. With her rich experience and genuine personality, I had the privilege of being able to learn quite a bit from her about customer management, leading teams and driving business. She was a willing and able partner and I'm confident she would make a positive impact in any situation she chooses.
David Kubick
I have the pleasure of working with Mary both at Iron Mountain Digital and Horizon Technology. Simply put, she is among the best inside sales and account management professionals I have ever seen. She possesses an uncanny ability to navigate organizations to identify decision makers, buyers and "customer need & pain". Her professionalism and experience is unparalleled -- and her commitment and work ethic knows no equal. Additionally and most importantly, she is an incredible human being who complements the sales culture of a business in an extremely positive manner. I highly recommend Mary for any company that places a premium on the forementioned traits!
Parker Chase-Corwin
Mary is one of my all-time favorite Account Managers that I've had the pleasure of having on my team. She is a tremendous talent in customer management - gracefully handling all kinds of situations, from the politically difficult to the overly complex. Mary always impressed me with her consistently high work ethic, her fearlessness in tackling projects and handling uncertainty, and her poise under pressure. With her rich experience and genuine personality, I had the privilege of being able to learn quite a bit from her about customer management, leading teams and driving business. She was a willing and able partner and I'm confident she would make a positive impact in any situation she chooses.
David Kubick
I have the pleasure of working with Mary both at Iron Mountain Digital and Horizon Technology. Simply put, she is among the best inside sales and account management professionals I have ever seen. She possesses an uncanny ability to navigate organizations to identify decision makers, buyers and "customer need & pain". Her professionalism and experience is unparalleled -- and her commitment and work ethic knows no equal. Additionally and most importantly, she is an incredible human being who complements the sales culture of a business in an extremely positive manner. I highly recommend Mary for any company that places a premium on the forementioned traits!
Parker Chase-Corwin
Mary is one of my all-time favorite Account Managers that I've had the pleasure of having on my team. She is a tremendous talent in customer management - gracefully handling all kinds of situations, from the politically difficult to the overly complex. Mary always impressed me with her consistently high work ethic, her fearlessness in tackling projects and handling uncertainty, and her poise under pressure. With her rich experience and genuine personality, I had the privilege of being able to learn quite a bit from her about customer management, leading teams and driving business. She was a willing and able partner and I'm confident she would make a positive impact in any situation she chooses.
David Kubick
I have the pleasure of working with Mary both at Iron Mountain Digital and Horizon Technology. Simply put, she is among the best inside sales and account management professionals I have ever seen. She possesses an uncanny ability to navigate organizations to identify decision makers, buyers and "customer need & pain". Her professionalism and experience is unparalleled -- and her commitment and work ethic knows no equal. Additionally and most importantly, she is an incredible human being who complements the sales culture of a business in an extremely positive manner. I highly recommend Mary for any company that places a premium on the forementioned traits!
Parker Chase-Corwin
Mary is one of my all-time favorite Account Managers that I've had the pleasure of having on my team. She is a tremendous talent in customer management - gracefully handling all kinds of situations, from the politically difficult to the overly complex. Mary always impressed me with her consistently high work ethic, her fearlessness in tackling projects and handling uncertainty, and her poise under pressure. With her rich experience and genuine personality, I had the privilege of being able to learn quite a bit from her about customer management, leading teams and driving business. She was a willing and able partner and I'm confident she would make a positive impact in any situation she chooses.
David Kubick
I have the pleasure of working with Mary both at Iron Mountain Digital and Horizon Technology. Simply put, she is among the best inside sales and account management professionals I have ever seen. She possesses an uncanny ability to navigate organizations to identify decision makers, buyers and "customer need & pain". Her professionalism and experience is unparalleled -- and her commitment and work ethic knows no equal. Additionally and most importantly, she is an incredible human being who complements the sales culture of a business in an extremely positive manner. I highly recommend Mary for any company that places a premium on the forementioned traits!
Experience
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Imprivata
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United States
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Software Development
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700 & Above Employee
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Enterprise Renewals Manager
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Jul 2023 - Present
The digital identity company for life- and mission critical industries. For over 20 years, we’ve been redefining how life- and mission-critical industries enable, control, and monitor digital identities to deliver fast access, improve security, and ensure compliance. The digital identity company for life- and mission critical industries. For over 20 years, we’ve been redefining how life- and mission-critical industries enable, control, and monitor digital identities to deliver fast access, improve security, and ensure compliance.
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CyberFortress
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United States
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IT Services and IT Consulting
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1 - 100 Employee
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Sr. Customer Success Manager
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Sep 2021 - Jan 2023
CyberFortress acquired the Cloud Backup and Recovery division from J2 Global. CyberFortress acquired the Cloud Backup and Recovery division from J2 Global.
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J2 Global
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United States
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Technology, Information and Internet
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200 - 300 Employee
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Account Manager, Cloud Services
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Jan 2017 - Sep 2021
Dedicated Account Manager, responsible for retaining and growing assigned set of existing direct enterprise customers and partners, across various data protection solutions. • Consistently maintained a 95% monthly renewal goal, despite churn within a declining customer base. • Closed $610K cross-sell deal with a 36-month initial subscription term, for a global leader in the OLED industry, that partners with some of largest consumer display manufacturers in the world. Dedicated Account Manager, responsible for retaining and growing assigned set of existing direct enterprise customers and partners, across various data protection solutions. • Consistently maintained a 95% monthly renewal goal, despite churn within a declining customer base. • Closed $610K cross-sell deal with a 36-month initial subscription term, for a global leader in the OLED industry, that partners with some of largest consumer display manufacturers in the world.
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Applause
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United States
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IT Services and IT Consulting
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700 & Above Employee
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Sr. Customer Success Account Manager
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Jan 2014 - Dec 2016
Scope of responsibilities include, driving customer sustainment through contract renewal, executing vision and plan for company’s Customer Success Team, collaborating with cross–functional departments/groups to deliver optimum customer service, sales goal attainment and reporting. • Exceeded Q1 and Q3 targets against aggressive quota as a result of successfully learning and adapting to products, services, and customer environment. • Within first quarter of hire, converted research, IT video platform services provider, software company, mobile applications and Internet service organization from MTM engagement to annual subscription–based clients. • Obtained 95% of goal despite excessive churn in renewal risk. • Closed $135K cross–sell deal within initial subscription term for emerging client. Show less
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Horizon Technology
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United States
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IT Services and IT Consulting
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1 - 100 Employee
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US OEM Account Manager
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Aug 2012 - Nov 2013
Accountable for establishing customer relationship with new and passed customers through direct/cold calling efforts. • Recognized by management for exceptional performance relative to consistently surpassing monthly activity quota, by maintain an average of 40 outbound calls a day. • Prospecting and closed 120k in “net new” revenue from a combination of inactive and new accounts. • Selected to travel to client site in Texas to present value-added service offerings in an attempt to align with cost reduction initiatives and expand partnership. Show less
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Oracle
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United States
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IT Services and IT Consulting
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700 & Above Employee
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Internet Sales Representative
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Dec 2011 - Jul 2012
Hired to drive new business development while simultaneously managing existing account portfolio. • Within 4–months, surpassed sales goal, and on target to close 180+% of deals in 2012. • Consistently identify and capitalize on sales opportunities based on strong planning, prospecting, and expertise in solutions–based selling. • Drive sales by ensuring optimum customer service levels, increasing customer loyalty and increased revenues. Hired to drive new business development while simultaneously managing existing account portfolio. • Within 4–months, surpassed sales goal, and on target to close 180+% of deals in 2012. • Consistently identify and capitalize on sales opportunities based on strong planning, prospecting, and expertise in solutions–based selling. • Drive sales by ensuring optimum customer service levels, increasing customer loyalty and increased revenues.
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HP Autonomy
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United Kingdom
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Software Development
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700 & Above Employee
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Account Manager
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Nov 2006 - Dec 2011
Accountable for managing existing client base in concert with identifying new business opportunities. • Sustained maximum client service quality during ever–changing situations stemming from corporate acquisitions. • Delivered triple–digit increases above and beyond sales quota for two consecutive years. Accountable for managing existing client base in concert with identifying new business opportunities. • Sustained maximum client service quality during ever–changing situations stemming from corporate acquisitions. • Delivered triple–digit increases above and beyond sales quota for two consecutive years.
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Acosta
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United States
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Retail
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700 & Above Employee
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Sales Support Regional Manager
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Jun 2003 - Nov 2006
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MathWorks
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United States
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Software Development
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700 & Above Employee
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Sales Support Team Leader
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2000 - 2002
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National Account Support Specialist
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1999 - 2002
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Trainer
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1998 - 1999
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Customer Service Representative
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1993 - 1998
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Education
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Becker College
AS, Animal Science
Community
