JC Garber

Examiner
DISC Type : cs

Director of Sales - Southeast & TOLA at BreachLock Inc

Charleston, South Carolina Metropolitan Area, United States

Overview

JC is the Director of Sales for the Southeast & TOLA regions at BreachLock, specializing in offensive security. He has a consistent background in cybersecurity sales at companies like ExtraHop and Darktrace, and holds certifications in MEDDICC and Force Management sales methodologies. He earned his bachelors degree from the University of South Carolina.

Outside of his professional life, JC is a practitioner of Jiu-jitsu, an interest he highlights publicly. He also expresses strong patriotic values and a belief in the importance of national unity and resilience, viewing it as a personal responsibility to foster community and compassion.

He has a unique combination of expertise in advanced offensive security technology and a personal passion for the martial art of Jiu-jitsu.

Personality Overview

Unexpressive

Tough To Convince

Overcautious

They are heavily focused on quality and prefer doing things the right way, even if it takes time.  They are quite aware of their needs and limitations, so they are unlikely to over-promise. The only way to convince them is by showing them examples and ample proof.

Topics They Care About

Offensive Security
His entire professional focus is on offensive security, frequently discussing topics like adversarial simulation and the future of proactive cyber defense in his posts.
Autonomous Security
He is a proponent of autonomous tools in security, specifically highlighting BreachLock's Automated Exposure Validation (AEV) as the future of security testing.
Jiu-jitsu
He prominently features Jiu-jitsu in his professional headline, indicating it is a significant personal passion and a core part of his identity.

Media Appearances

JC has no verified media appearances

Work History

10-2024
Director of Sales - Southeast & TOLA at BreachLock Inc
1-2023 - 10-2024
Regional Sales Manager at ExtraHop
2-2022 - 1-2023
Enterprise Account Executive at Mavenoid
1-2021 - 2-2022
Account Executive at Darktrace
5-2019 - 12-2020
Account Manager at thyssenkrupp Elevator

Education

Bachelor's degree from University of South Carolina

More Information

Social Presence :

Prographics :

Exp : 6 Location : Charleston, South Carolina Metropolitan Area, United States Job Level : Mid-senior Designation : Director of Sales - Southeast & TOLA at BreachLock Inc
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Insights For Selling To JC

During A Call Or A Meeting

DO's

  • Ask them which other stakeholders would be important for this purchase decision
  • First of all, focus on building their confidence by sharing examples, case studies etc.
  • Expect them to be vague in response to your questions, ask firmly and pointedly

DONT's

  • Don't rely on relationship building even if they act pleasantly
  • Don't be very accepting if that is your natural style, stay firm
  • Don't use phrases like 'do not worry', 'i promise' etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with JC is

  • Low-risk, adoption by others are very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from JC

  • They are unlikely to say no, it's better to stop yourself once you have exhausted all the options.

Insights For Deal Planning

    How fast (or slow) will JC move?

  • They do not like to rush and therefore can be quite slow in their decision-making.
  • Can JC take some risk or not?

  • They have little risk-appetite and prefer to take measured decisions.

You And JC

Personality Compatibility


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