The New CISO Podcast - Episode 30 | Exabeam

The New CISO Podcast Episode 30: The Benefits of Finding a Security Vendor Who Can Act as a Trusted Advisor


On this episode, Steve sits down with Damien Manuel from Deakin University Australia.

They talk about the security manager’s responsibility to keep an eye on the horizon for new security technologies, and adopting cutting edge solutions safely. What does that mean though? Well, with the security industry expanding so quickly, it’s imperative that leaders find that “trusted adviser” in a vendor, who can help them shape an effective security program.

Advice for the New Salesperson

One of the first points Damien brings up is that the best way to increase your sales isn’t always trying to sell everything new. Rather, he encourages salespeople to focus on building sustainable and genuine relationships with customers that then result in introductions to others in the field. Steve and Damien continue onto why CISOs, in general, tend to avoid salespeople and how to overcome that boundary.

Damien and Steve also hit on some important topics like:

  • Reaching out to executives you don’t know
  • Two types of CISOs
  • Social hierarchy of CISOs
  • The problems with award systems
  • Factions in the Industry and shifting positions
  • Misaligned incentives and how capitalism affects technology
  • Remediation
  • Offshore vulnerability and finally,
  • The lasting effects of Covid-19 and its effect on Australia

More about Damien Manuel

As an experienced, results-driven cybersecurity business professional, Damien Manuel CISSP, CISM, CISA, CGEIT, CRISC, has more than 20 years of experience specializing in ICT and business security; compliance and governance, risk identification and management, portfolio and project management, ICT productivity and frameworks, business process re-engineering, strategic business growth, and business and ICT consulting. Damien currently serves as Chair of the Executive Advisory Board for Cyber (EABC) at Deakin University, board member of the Oceania Cybersecurity Center, Chair of the Australian Information Security Association, and executive advisory committee member of CompTIA.

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