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. In practice, that has meant building territories from scratch, creating my own pipeline, and closing business during ramp rather than waiting for a mature machine to plug into.
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.
I am comfortable in “builder” environments where there is no playbook yet. At SailPoint and Red Canary I started with thin or brand‑new territories, built my own plan, prospected into target accounts, and closed early deals during ramp. I work closely with SEs, marketing, and leadership to turn those early wins into a simple, teachable motion the whole team can use.
Startup skills
Zero to one execution
Create pipeline from little or nothing, run full‑cycle deals, and keep a high‑quality calendar without heavy process or inbound. I’m comfortable experimenting with messaging, sharing what works, and adjusting quickly when the market gives us new information.
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.
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. Built the opportunity through outbound and deep discovery, not a pre‑existing install base.
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.