Ajoy Kumar

Evaluator
DISC Type : DCS

EVP & Head of Application Security at Wells Fargo

New York City Metropolitan Area, United States

Overview

Ajoy Kumar is a cybersecurity executive with over 20 years of experience leading security programs at major financial institutions like Wells Fargo, DTCC, and UBS. He specializes in application security and cyber risk, holding an Executive Certificate from MIT. People who have worked with him describe him as an exceptional, innovative, and professional leader.

Personality Overview

Quality Focused

Thorough Evaluator

Fast But Analytical

They are not very likely to become strong advocates of your product or service  They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical They focus on the results, but can still be quite procedural and analytical about how to get there

Topics They Care About

Application Security
This is his core specialty. He is the Head of Application Security at Wells Fargo and has set up software security programs at DTCC, JPMC, and UBS.
Software Supply-Chain Risk
He recently shared posts discussing emerging threats like the Shai-Hulud incident and the first potential AI-driven software supply chain attack, indicating a current focus area.
Cyber Risk Governance
He has held titles like CISO and Head of Cyber Risk, frequently presents to Boards of Directors, and manages regulatory responses for global financial organizations.

Media Appearances

Ajoy has no verified media appearances

Work History

6-2023
EVP & Head of Application Security at Wells Fargo
2-2022
IBM Financial Services Cloud Council at IBM
1-2014
Adjunct Professor at Fairleigh Dickinson University
2-2022 - 6-2023
Managing Director & Chief Information Security Officer at The Depository Trust & Clearing Corporation (DTCC)
2-2021 - 3-2022
Executive Director & Head of Cyber Risk at The Depository Trust & Clearing Corporation (DTCC)

Education

6-2022 - 6-2022
Education details unavailable from FBI Academy
Executive Certificate: Management and Leadership from Massachusetts Institute of Technology

More Information

Social Presence :

Prographics :

Exp : 11 Location : New York City Metropolitan Area, United States Job Level : Leadership Designation : EVP & Head of Application Security at Wells Fargo
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Insights For Selling To Ajoy

During A Call Or A Meeting

DO's

  • Help them weigh the risks by sharing objective proof points instead of anecdotes and examples
  • Showcase how you can impact results but also make sure that you share detailed information too
  • Help them see both - the ‘big picture’ impact and the ROI of the investment

DONT's

  • Avoid inviting them for any social interactions until you have built some rapport with them
  • Avoid self-deprecating references or general informality, it could decrease their trust in you
  • Don’t nudge them to do something by using the logic that others have done the same

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Ajoy is

  • ROI matters the most to them, followed by process and finally proof of results
  • Will you ever get a clear answer from Ajoy

  • They might hesitate a little, but will go ahead and say no when necessary (or asked)

Insights For Deal Planning

    How fast (or slow) will Ajoy move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Ajoy take some risk or not?

  • They have relatively low risk-appetite and are not very likely to go for something unproven and risky

You And Ajoy

Personality Compatibility


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