Andrew Storms

Sharpshooter
DISC Type : DC

VP of Security at Replicated

San Francisco, California, United States

Overview

Andrew Storms is the VP of Security at Replicated, with over 25 years of experience in cybersecurity, compliance, and product development. He specializes in DevSecOps, secure SDLC, and threat analysis, and has a degree in Computer Science from Cal Poly. Colleagues describe him as intelligent, highly competent, and a leading voice on security issues.

Beyond his core security work, Andrew shows a keen interest in the security of national critical infrastructure, an area he has professionally led initiatives in. He also follows developments in commercial space exploration, listing SpaceX as a company of interest, and is an alumnus of the FBI Citizens Academy.

Unique fact: Andrew holds a patent for an autonomous edge device designed for monitoring and detecting threats in operational technology environments.

Personality Overview

Thorough Evaluator

Precise But Practical

ROI Driven

More than the product, they care about the impact of the product.  They prefer to be the ones controlling the conversation or defining the terms. They respond better to strong and respectful interactions.

Topics They Care About

Secure Software Delivery
His work at Replicated focuses on secure, distributed software models. He recently launched 'SecureBuild' to help open-source projects deliver zero-CVE container images.
AI Security Risks
He actively posts about supply chain risks from AI coding assistants and the need for transparency and control for enterprises adopting mission-critical AI systems.
DevSecOps Culture
A long-time contributor to Devops. com, his career has focused on merging security into development, transforming teams into Agile-based DevSecOps organizations.

Media Appearances

Andrew has no verified media appearances

Work History

9-2022
VP of Security at Replicated
3-2021 - 8-2022
Senior Director, Security and Compliance Product Line Manager at Copado
12-2014 - 3-2021
Vice President, Security Research Services and Products at New Context
3-2014 - 3-2021
Contributing Author at Devops.com
7-2013 - 9-2014
Sr. Director DevOps at CloudPassage

Education

2009 - 2009
Law Enforcement from FBI Citizens Academy
1992
Computer Science from California Polytechnic State University-San Luis Obispo

More Information

Social Presence :

Prographics :

Exp : 33 Location : San Francisco, California, United States Job Level : Senior Designation : VP of Security at Replicated
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Insights For Selling To Andrew

During A Call Or A Meeting

DO's

  • When negotiating terms, help them build an impression that they are the ones calling the shots
  • Help them weigh the risks by sharing objective proof points without becoming too analytical
  • Use phrases like ‘it’s your decision’, ‘strategic impact’ etc.

DONT's

  • Don’t focus on process and rules, give the impression of being a ‘gets it done’ person
  • Don’t take too much time in sending them information if they ask for any
  • Don’t be in a rush to invite them for a social meet and greet

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Andrew is

  • Conviction around the impact matters the most to them, followed by a sense of achievement and ROI.
  • Will you ever get a clear answer from Andrew

  • If they are not convinced, they will say no without any hesitation.

Insights For Deal Planning

    How fast (or slow) will Andrew move?

  • They can reach decisions fairly quickly if they are convinced.
  • Can Andrew take some risk or not?

  • They don’t mind risks but can be quite binary about them.

You And Andrew

Personality Compatibility


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