GET TO KNOW
We win and lose as a team – and , preferably , we do more winning than losing ! seeing more organizations investing in training and upskilling their own people , rather than simply looking to recruit work-ready professionals . That ’ s a really positive thing , especially for people who may not have a traditional cyber or ICT background but who are motivated to succeed . The industry is dynamic and fast growing and there are so many opportunities .
conditions are favorable . I ’ ve been battling away for 20 years , trying to get C-suiters to take an interest in various cybersecurity solutions and never really getting a lot of traction at that level . That ’ s changed – there are now a lot of boards out there concerned about the material damage an attack or data breach can cause .
How do you deal with stress and unwind outside the office ?
Outside of work , I ’ m immersed in home renovations – that ’ s the opposite of relaxing but I remind myself they ’ ll come to an end , eventually ! Getting involved in my kids ’ sport – cricket in summer and rugby in winter – really takes me away from the office . Seeing the joy on their faces when they ’ re playing in a team and learning new skills is just unbeatable . I try to keep myself fit with a bit of boxing and cycling although the recent Mental Wheels Foundation fundraising ride tested my mettle . It was a 350km course through the Central Tablelands in NSW . Scenic countryside and great company but , for someone with my rugby physique , 35km would have been better !
If you could go back and change one career decision , what would it be ?
It ’ s hard to imagine doing things differently but I do wish I ’ d had a bit more patience in some of the roles I ’ ve held . Instead of constantly striving to reach the next level , I could have relaxed and enjoyed the moment . I ’ ve always met and exceeded whatever quotas I ’ ve been given , so some of those promotions were probably going to come naturally anyway , without my going all out to chase them .
What are the region-specific challenges when implementing new technologies in APAC ?
Data sovereignty is a huge hurdle . Customers have always been concerned about this and those concerns have intensified , post Covid . Nine out of 10 cybersecurity platforms are developed and built outside the APAC region and , in introducing those technologies , vendors need to make sure they ’ re underpinned by infrastructure that enables data to be stored safely and locally .
What changes to your job role have you seen in the last year and how do you see these developing in the next 12 months ?
In common with other sales professionals , I ’ ve had to learn to navigate the post-Covid business landscape and become more flexible in the way I approach customers and prospects . Face to face selling is definitely back with a bang – notwithstanding the ease and convenience of digital communication , people still want to buy from people – but we ’ re having to be more flexible about how we go about it ; meeting people in their local areas on days they ’ re working from home , for example , rather than catching up in the office . Cequence has just launched its APJ hub in Australia so it ’ s possible my next 12 months will involve more travel within the region . First and foremost though , I ’ ll be focusing on the territory I know best and that ’ s my own backyard .
What advice would you offer to someone aspiring to obtain a C level position in your industry ?
What do you currently identify as the major areas of investment in your industry ?
The skills shortage in cybersecurity is real and getting worse . There are studies that suggest we ’ re several thousand cyber professionals short here in Australia and the demand is increasing in the current threat climate . That ’ s forcing vendors and service providers , and large customer organizations too , to offer more attractive remuneration and conditions . We ’ re also
Surround yourself with a circle of trusted advisers . I have a couple of mentors in the industry who I regularly seek advice from ( and I try to pay that forward by supporting salespeople in my network who are up and coming ). Keep your mind open and look for opportunities to learn because being in a leadership position doesn ’ t mean you know everything . It ’ s also vital to be available and accountable to your customers , especially in the cyber sector . They need to know that you ’ ll be there to take ownership of the situation if it all hits the fan . p
80 INTELLIGENTCIO APAC www . intelligentcio . com