Approach
Builder mindset in sales
I treat new territories and complex accounts as projects. Map the landscape, identify the load‑bearing relationships, design a coverage plan, and build a pipeline that doesn’t depend on luck.
Professional
Blueprints: how I work
My approach to cybersecurity sales looks a lot like a construction project: understand the load, design a realistic structure, gather the right materials, and execute until the thing stands on its own.
Sales philosophy
I lead with discovery, not solutions. My goal is to help prospects see the gap between where they are today and where they need to be, and to own the business impact of staying where they are before we talk about how to close it.
Gap Selling guides how I show up to customers: we define the problem, quantify the impact, and dig into the root causes together so any recommendation is tied directly to their business, not my product. MEDDPICC runs in the background as my internal filter, qualifying early and making sure we have the metrics, economic buyer, decision criteria, and champions we need to win.
Put simply: Gap Selling keeps me focused on solving the right problem for the customer, and MEDDPICC keeps me honest about whether the deal is real, winnable, and worth the time.
Methodology
Gap Selling + MEDDPICC
Gap Selling is my external engine: I structure discovery around the customer’s current state, desired future state, the gap between them, and the business impact of closing it. That keeps conversations rooted in outcomes, not features.
MEDDPICC is my internal engine: I use it to qualify deals early, pressure‑test champions and decision criteria, and make sure we understand paper process, timing, and risk. It turns gut feel into a clear view of where a deal really stands.
Outcome
Why this works together
Using Gap Selling with MEDDPICC turns subjective, gut‑feel selling into a repeatable framework. I know which deals to pursue, why they matter to the customer, and what it will take to close them.
That combination helps me stand out in crowded markets, shorten sales cycles, and scale the same approach across territories, partners, and teams.
Selected highlights
Enterprise MDR expansion
Worked with a security team to expand MDR coverage, align detections to real business risk, and turn an initial project into a multi‑year partnership.
Identity at scale
Supported large enterprises through identity governance programs, focusing on ownership, process, and long‑term operational fit rather than one‑off deployments.
Agentic & AI‑driven SOC
Exploring how agentic AI and automation can reduce toil in the SOC while keeping human judgment at the center of critical decisions.