Evgeniy Kharam is the founder of a cybersecurity consulting company and an industry veteran with extensive expertise in cybersecurity. He advises clients on navigating the complexities of the cybersecurity landscape and co-hosts two popular podcasts focused on cybersecurity architecture and business insights. Evgeniy is also a board advisor for the Canadian Cybersecurity Network, the largest technology group in Canada. Outside of his professional life, he is an active family man with four children, including twins, and enjoys organizing snowboarding events for networking in the cybersecurity community.

Evgeniy joined the Kitecast podcast to discuss his new book, Architecting Success: The Art of Soft Skills in Technical Sales. It is a reflection on the evolution of sales engineering, especially in the cybersecurity field. Evgeniy draws from his personal experiences to address the increasingly complex nature of technical sales and the gap between technical knowledge and the ability to communicate it effectively in business terms. The book also serves as a personal challenge for Evgeniy, as he admits that writing is outside his comfort zone, and he believes that improving soft skills is often about doing what you dislike most.

During the podcast interview, one of the key topics Evgeniy discusses is the importance of soft skills in cybersecurity sales. He emphasizes the need for adaptability, listening, and the ability to connect with clients. He points out that successful cybersecurity sales professionals must adjust their approach based on the client’s mood, energy, and current situation, moving from transactional interactions to building genuine relationships.

Evgeniy also explores the dynamics between sales professionals and sales engineers. He suggests that the sales engineer’s role is not just to support the sales team but to engage in a more collaborative manner, asking the right questions to help the sales team qualify deals effectively. This dynamic allows for a smoother sales process, where both parties respect each other's expertise and play to their strengths, without crossing into each other's responsibilities.

Another major point of discussion is the impact of virtual sales in a post-COVID world. Evgeniy stresses the importance of maintaining professionalism in virtual environments, from investing in proper equipment like cameras and microphones to ensuring a polished appearance. He also highlights the growing reliance on voice communication and the need to train one's voice for better delivery, as remote work has made verbal communication a primary tool for client interactions.

LinkedIn: https://www.linkedin.com/in/ekharam/

Architecting Success: https://www.softskillstech.ca/

Check out video versions of Kitecast episodes at https://www.kiteworks.com/kitecast or on YouTube at https://www.youtube.com/c/KiteworksCGCP.

John Christly, VP of Services for Blue Team Alpha, and author of two cybersecurity books, brings his wealth of experience to this episode of Kitecast. With a background spanning roles such as CEO, CIO, CISO, and CTO, as well as military service, Christly offers unique insights into the world of cybersecurity compliance for Department of Defense (DoD) contractors.

In this enlightening discussion, Christly demystifies the Cybersecurity Maturity Model Certification (CMMC) process. He explains how many organizations are surprised to find they’re further along in compliance than they initially thought, thanks to existing frameworks like DFARS and NIST 800-171. However, he cautions that self-attestation is no longer sufficient, emphasizing the need for third-party verification in the new CMMC landscape.

Christly also delves into the critical role of FedRAMP certification in doing business with the government. He highlights the importance of data sovereignty and security in protecting American interests. The conversation explores the challenges of achieving “FedRAMP-like” status and the expertise required to truly build secure systems to DoD specifications.

The podcast doesn’t shy away from emerging threats, with Christly offering valuable insights on managing AI-related risks in the workplace. He stresses the importance of clear policies, employee education, and ongoing monitoring to harness the benefits of AI while protecting sensitive data. Christly’s practical advice on consolidating security tools and gaining visibility into cloud application usage provides actionable strategies for improving organizational cybersecurity posture.

Whether you’re a DoD contractor or simply interested in elevating your cybersecurity practices, this episode of Kitecast is a must-listen. Tune in now and take the first step towards robust, compliant cybersecurity for your organization.

LinkedIn

https://www.linkedin.com/in/johnchristly/

Blue Team Alpha

https://www.blueteamalpha.com

Book: NIST 800-171 Controls Made Simple: A Step by Step Guide

https://www.udemy.com/course/nist-800-171-controls-made-simple

Book: The Basics of Cybersecurity

https://www.amazon.com/dp/B0CZY65DQC

Check out video versions of Kitecast episodes at https://www.kiteworks.com/kitecast or on YouTube at https://www.youtube.com/c/KiteworksCGCP.

Kayne McGladrey, the Field CISO at hyperproof, is a renowned cybersecurity expert with an extensive background in enhancing security landscapes across various industries. His career is marked by significant contributions in developing robust security frameworks, managing complex risk scenarios, and driving comprehensive compliance initiatives. With a deep commitment to transforming the cybersecurity field, Kayne’s insights and strategies continue to influence how organizations approach security and regulatory compliance, making him a sought-after voice in the industry.

In this Kitecast episode, Kayne McGladrey challenges the traditional view of cybersecurity as merely a cost center, proposing instead that it acts as a critical enabler of business. He eloquently explains how effective cybersecurity measures can unlock new market opportunities and help sustain revenue streams, thus fundamentally altering the narrative from a grudging investment into a strategic asset. By integrating robust cybersecurity practices, businesses can protect their operations from potential threats while enabling smooth and secure growth and innovation.

Throughout the discussion, Kayne explores the evolving landscape of compliance tools, moving away from outdated methods like manual spreadsheets to more sophisticated, automated solutions. These advanced tools are designed to streamline and enhance the efficiency of compliance processes. However, Kayne points out the challenges businesses face, such as the lack of executive buy-in, which can hinder successful integration. He emphasizes the critical need for aligning security and compliance strategies with broader business objectives to ensure a cohesive and proactive approach to managing compliance.

Kayne delves deeper into the practical challenges faced by cybersecurity teams, especially in the realms of evidence collection and risk assessment. He criticizes the persistence of outdated, manual processes that many organizations still use and advocates for a shift toward automated, more reliable methods. Such modern approaches not only save time but also improve the accuracy and effectiveness of cybersecurity measures, thereby enhancing an organization’s ability to manage and mitigate risks more efficiently.

Looking toward the future, Kayne discusses the development of a GRC (Governance, Risk, and Compliance) maturity model that he is pioneering. This model is intended to provide organizations with a clear, actionable roadmap to enhance their governance structures and compliance strategies. By adopting this model, organizations can better navigate the complexities of regulatory environments, reduce risk, and cultivate a proactive, compliance-forward culture. Kayne’s vision for the future of GRC is aimed at making compliance a seamless part of business operations, thus fostering greater organizational resilience and adaptability.

LinkedIn Profile

https://www.linkedin.com/in/kaynemcgladrey/

hyperproof

https://hyperproof.io/

Check out video versions of Kitecast episodes at https://www.kiteworks.com/kitecast or on YouTube at https://www.youtube.com/c/KiteworksCGCP.