Ian Potter

Questioner
DISC Type : c

Lead Information System Security Officer at BAE Systems

Swaffham, England, United Kingdom

Overview

Ian Potter is an Information Assurance Manager with an extensive background in cybersecurity and systems administration, rooted in a long career with the Royal Air Force. He specializes in mission-critical systems, having supported the F-35, Tornado, and Sentinel R1 aircraft fleets. He holds a CompTIA Security+ certification.

Outside of his core responsibilities, Ian is deeply committed to continuous learning and professional development. He is actively upskilling in modern cloud technologies, including AWS, Python, and Linux, demonstrating a passion for staying at the forefront of the technology landscape and enhancing his expertise.

He has provided direct, hands-on systems administration for multiple advanced Royal Air Force aircraft fleets worldwide.

Personality Overview

Value Seeker

Cautious & Analytical

Not Easily Convinced

They are more likely than others to negotiate on pricing and terms.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

Information Security
His career is focused on information assurance. He has voiced strong opinions on the failures of biometric security systems, calling them not a "silver bullet. "
Data Privacy
He has expressed disappointment in data breaches, emphasizing the importance of protecting customers' trust and privacy above all else.
Cloud Technologies
He is currently and enthusiastically pursuing training with AWS re: Start, focusing on cloud services, Python, MySQL, and Linux.

Media Appearances

Ian has no verified media appearances

Work History

1-2024
Lead Information System Security Officer at BAE Systems
10-2019 - 1-2024
Instructor and Syndicate Lead at BAE Systems
8-2017 - 10-2019
System Administrator at Royal Air Force (RAF)
8-2014 - 8-2017
Senior System Administrator at Royal Air Force (RAF)
5-2011 - 8-2014
System and Network Administrator at Royal Air Force (RAF)

Education

1992 - 1996
Education details unavailable from Uppingham Community College (UCC)

More Information

Social Presence :

Prographics :

Exp : 14 Location : Swaffham, England, United Kingdom Job Level : Mid-senior Designation : Lead Information System Security Officer at BAE Systems
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Insights For Selling To Ian

During A Call Or A Meeting

DO's

  • Back up any claims with data and numbers
  • Tell them that you will come back if you don’t have a good answer for a question
  • Keep some extra margin in hand as they will likely negotiate the pricing

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t overhype the product/pitch, keep it measured
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Ian is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Ian

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Ian move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Ian take some risk or not?

  • They can take risk if they are convinced that they have analyzed the circumstances well.


You And Ian

Personality Compatibility


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