James Glover

Questioner
DISC Type : c

Technical Director Cyber Security at WSP in the UK & Ireland

United Kingdom

Overview

James is a Technical Director of Cyber Security at WSP with 30 years of experience in industrial automation and ICT. He is an IEC 62443 certified expert, specializing in delivering automation and engineering solutions across diverse sectors. He holds a BSc(Hons) from Liverpool John Moores University.

He is passionate about the importance of legislation in securing the UKs critical national infrastructure, viewing it as an essential instrument for protection rather than bureaucratic red tape.

Personality Overview

Not Easily Convinced

Systematic

Cautious & Analytical

They prefer to fully evaluate every situation.  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

OT/ICS Cybersecurity
As a certified ISA/IEC 62443 Expert, he has deep expertise in OT Cyber GRC, consulting, and regulatory compliance for industrial control systems.
Securing Infrastructure
He recently expressed strong support for new UK legislation aimed at securing critical national infrastructure, highlighting his focus on national-level security challenges.
Industry 4. 0 & IIoT
His background includes roles focused on the Industrial Internet of Things (IIoT), digital transformation, and business development for automation and sensor intelligence companies.

Media Appearances

James has no verified media appearances

Work History

4-2025
Technical Director Cyber Security at WSP in the UK & Ireland
9-2023 - 4-2025
OT Cyber Security Lead at ITI Group
4-2023 - 9-2023
Global Application Manager - Automation & IoT at Weidmuller UK
4-2022 - 4-2023
Digital Sales Consultant at SICK Sensor Intelligence
2017 - 2022
Optimisation & Modernisation Specialist & Project Manager at Siemens Digital Industries Software

Education

2005 - 2006
PGCert from University of Bristol
1992 - 1995
BSc(Hons) from Liverpool John Moores University

More Information

Social Presence :

Prographics :

Exp : 31 Location : United Kingdom Job Level : Mid-senior Designation : Technical Director Cyber Security at WSP in the UK & Ireland
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Insights For Selling To James

During A Call Or A Meeting

DO's

  • If you have a lower priced product compared to the competition, call out the same
  • Emphasise more on facts and measurable benefits
  • Keep some extra margin in hand as they will likely negotiate the pricing

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Avoid rushing them, be polite and patient
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with James 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 James

  • 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 James move?

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

  • Can James take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And James

Personality Compatibility


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