Gary C.

Evaluator
DISC Type : DSC

Head of Solutions Engineering at Dune Security

New York City Metropolitan Area, United States

Overview

Gary C. leads Solutions Engineering at Dune Security, building the technical organization from the ground up. His expertise uniquely blends sales and engineering, with a focus on leveraging behavioral AI to counter cybersecurity threats. Colleagues consistently praise him as professional, dedicated, and a customer-oriented team player who finds effective solutions.

His passion for technology extends to solving complex challenges, evidenced by his certifications in Ethical Hacking and AWS Solution Planning. He is driven by turning human behavior into actionable intelligence to protect what matters most, bridging the gap between innovation and real-world impact for customers and partners.

Gary founded his own consultancy, Active Defense llc, which specialized in tackling complex security and data challenges within the Internet of Things (IoT) space.

Personality Overview

Quality Focused

Thorough Evaluator

Hard To Convince

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

Topics They Care About

Solutions Engineering Leadership
He is currently building and leading the Solutions Engineering organization from the ground up at Dune Security, overseeing both pre-sales and post-sales teams.
Behavioral AI Security
His work focuses on leveraging behavioral AI to solve real-world cybersecurity challenges, particularly in threat detection and remediation, as seen from his time at Abnormal AI.
Startup Growth
[Predicted] His role involves creating a key technical department from scratch in a startup environment, suggesting a strong interest in organizational scaling and growth.

Media Appearances

Gary has no verified media appearances

Work History

10-2025
Head of Solutions Engineering at Dune Security
3-2025 - 9-2025
Sales Engineer at Abnormal AI
12-2019 - 1-2025
Security Sales Consultant at COFENSE
8-2019 - 12-2019
Founder at Active Defense llc
7-2018 - 8-2019
Consulting Solutions Engineer at Forcepoint

Education

2017 - 2017
Computer and Information Systems Security/Information Assurance from Offensive and Defensive Network Operations
2016 - 2016
Education details unavailable from Splunk Certified

More Information

Social Presence :

Prographics :

Exp : 7 Location : New York City Metropolitan Area, United States Job Level : Mid-senior Designation : Head of Solutions Engineering at Dune Security
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Insights For Selling To Gary

During A Call Or A Meeting

DO's

  • Showcase how you can impact results but also make sure that you share detailed information too
  • Use phrases like ‘the ROI of this’, ‘X% more’ etc.
  • Be prepared for comments or questions that are critical of your product or your claims

DONT's

  • Avoid too much small talk, just a few formal pleasantries should be fine
  • Don’t nudge them to do something by using the logic that others have done the same
  • Avoid making strong statements, instead invite them to agree with you by asking them questions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Gary is

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

  • 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 Gary move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Gary 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 Gary

Personality Compatibility


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