Jonathan Grollman



In addition to being a part-time lecturer at Northeastern University, I am also a part-time lecturer at other local colleges in the Boston area. Courses previously taught in addition to negotiation skills include management, marketing, investments, financial management, introduction to business, organizational behavior and entrepreneurship. I have over 25 years of experience in management at for-profit organizations in different industries (including electronics, capital equipment and information technology consulting companies) as well as not-for-profit organizations (Samaritans, a non-profit organization in Boston whose focus is to reduce the incidence of suicide). I have an MBA and advanced graduate degree from Babson College and Southern New Hampshire University as well as a bachelors degree in finance from University of Massachusetts/Amherst. Lastly, I am an avid skier and enjoy bicycling.


MBA from Southern New Hampshire University (1984)

Professional Experience

META GROUP/GARTNER (Gartner acquired META Group April 2005)

                Westborough, Massachusetts

                May 1998-January 2007

                Sales Director/District Manager/Solutions Director

                        ●  Began my first two years as a Sales Director over-achieving sales targets and

                            recognized into “Presidents’ Club.”

                        ●  In my third year, promoted to a District Manager mentoring a team of

                            6-8 Sales Directors with diverse backgrounds and abilities. Annual District

                            Manager territories included New England as well as national verticals

                            (insurance and energy).

                        ●  Assisted in sales training concentrating in value selling.


                HERLEY-MDI (formerly Micro-Dynamics, Inc.), Woburn, Massachusetts

                October 1996-May 1998 and September 1986-December 1992

                Sales Engineer/Regional Sales Manager

                        ●  Sold microwave components such as switches, switch filters, attenuators,

                            limiters and subassemblies.

                        ●  Hired and motivated manufacturers’ representatives in eastern United States.

                        ●  Opened new accounts and increased sales at existing accounts.

                        ●  Conducted price negotiations with customers.

                        ●  Converted lowest revenue producing territory to highest revenue territory


                JOHN TRIEBER COMPANY, Nashua, New Hampshire

                November 1993-September 1996

                Regional Sales Manager

                        ●  Sold capital equipment such as aqueous in-line cleaners, wave soldering

                            equipment and water recirculation systems.

                        ●  Hired and motivated manufacturer’s representatives in eastern United States.

                        ●  Marketed existing equipment as well as new innovations.


                SANDERS ASSOCIATES (now BAE Systems, Inc.), Nashua, New Hampshire

                July 1981-September 1986

                Subcontract Administrator

                        ●  Evaluated and selected prospective suppliers through financial reports,

                            supplier visitations and reputation investigations.

                        ●  Coordinated cost and price analysis of suppliers’ proposals to help derive the

                            appropriate negotiating technique.

                        ●  Negotiated with suppliers in terms of price, technical specifications, delivery and

                            contractual terms and conditions.

                        ●  Wrote and managed subcontracts in excess of ten million dollars, acting as a liaison

                            for functional areas including marketing, legal, finance/accounting, quality

                            assurance and engineering.