Iain Nicholson BSc (Hons) FBCS CITP

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DISC Type : cis

Lead Security Architect at BAE Systems

United Kingdom

Overview

Iain is a cyber security, architecture, and strategy professional currently heading the IT Security Engineering and Services team at BAE Systems. He has extensive experience across the finance, aerospace, and mining sectors. A graduate of Teesside University, he holds CISM and CRISC certifications and is recognized by colleagues for his cool-headed approach to technical leadership.

He is a Fellow of the British Computer Society (FBCS), a significant honor in the IT industry.

Personality Overview

ROI Driven

Requires Proof

Curious But Skeptical

They are unlikely to ever become strong champions even when the conversations are going well; you should focus on cultivating other champions  They are often friendly and nice, but can sometimes suprise you with their piercing questions  They typically tend to be late adopters even when they seem friendly and excited about what you have to sell

Topics They Care About

Cyber Security Strategy
He leads the security tools, architecture, and strategy for BAE Systems in the UK, focusing on areas like Insider Threat and Export Control.
Enterprise Architecture
As a TOGAF Practitioner with a history as a Lead Solutions Architect, he has deep experience delivering enterprise solutions on a global basis.
Information Risk Management
His recent CISM and CRISC certifications highlight a strong focus on risk and information systems control, a key part of his current responsibilities.

Media Appearances

Iain has no verified media appearances

Work History

1-2021
Lead Security Architect at BAE Systems
1-2015 - 12-2016
Solutions Architect at BAE Systems
6-2002 - 1-2015
Lead Solution Architect at CSC
2-1999 - 6-2001
Midrange Lead - CSC Global New Business Services at CSC
11-1997 - 2-1999
VMS Team Lead at CSC

Education

1986 - 1991
BSc (Hons) from Teesside University

More Information

Social Presence :

Prographics :

Exp : 26 Location : United Kingdom Job Level : Senior Designation : Lead Security Architect at BAE Systems
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Insights For Selling To Iain

During A Call Or A Meeting

DO's

  • Be prepared for a lot of questions, answer them objectively
  • Build rapport, it will come handy to handle hard questions later
  • Persuade objectively how your product will help them achieve their goals

DONT's

  • Avoid winging it with them particularly, answer a question only if you know the answer well
  • Don’t overhype the product/pitch, keep it measured
  • Avoid phrases like ‘trust me’, ‘you will just love it’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Iain is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Iain

  • They are likely to give you a clear answer without taking you around in circles. However, if you share a good relationship, they might not be so forthcoming.

Insights For Deal Planning

    How fast (or slow) will Iain move?

  • They like to perform full analysis and can take time to make any decision.
  • Can Iain take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Iain

Personality Compatibility


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