Joel Harris

Critic
DISC Type : C

Partner at EY

Melbourne, Victoria, Australia

Overview

Joel Harris is a Partner at Ernst & Young, specializing in Identity & Access Management (IAM) and Cyber Security. With a career starting in 2012, he focuses on aligning technical solutions with business goals. He holds a BSc from Murdoch University and multiple AWS and CyberArk certifications.

He founded J Group Consulting, which grew to become one of Australia’s most certified CyberArk partners before being acquired by EY.

Personality Overview

ROI Driven

Information Seeker

Objective Thinker

They prefer to analyze logically and value objective facts over emotions.  They like to take decisions independently and do not seek others' support often. They don’t appreciate bells and whistles unless backed by data.

Topics They Care About

IAM Program Ownership
Believes IAM programs fail due to a lack of clear ownership and agreed-upon goals, rather than technology or budget issues.
Holistic Identity Management
Emphasizes that organizations must first understand all existing identities across security, infrastructure, and business units before implementing advanced concepts like Zero Trust.
Cyber Security Talent
Is actively growing the Identity team at EY, seeking specialists who can blend strategy, engineering, and delivery for complex client challenges.

Media Appearances

Joel has no verified media appearances

Work History

11-2024
Partner at EY
3-2022 - 11-2024
Founder & Managing Director at J Group Consulting
9-2021 - 4-2022
Manager, Privileged Access Management at Commonwealth Bank
11-2018 - 9-2021
Manager, Privileged Access Management at National Australia Bank
8-2012 - 11-2018
Security Technician at National Australia Bank

Education

2007 - 2010
BSc from Murdoch University

More Information

Social Presence :

Prographics :

Exp : 14 Location : Melbourne, Victoria, Australia Job Level : N/A Designation : Partner at EY
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Insights For Selling To Joel

During A Call Or A Meeting

DO's

  • Keep some extra margin while sharing pricing, they are likely to negotiate later
  • Leverage facts and figures wherever possible; use percentages, numbers etc.
  • If you can, show them industry reports or analyst comments instead of sharing anecdotal stories

DONT's

  • Make extra effort to not seem pushy or confrontational
  • Avoid pushing them too much to involve other stakeholders unless it is critical
  • Avoid phrases like ‘trust me’, ‘others just love’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Joel is

  • Proof of ROI, low pricing and objective proof points are the important factors for them.
  • Will you ever get a clear answer from Joel

  • They do not mind saying no if they believe that it is the right decision.

Insights For Deal Planning

    How fast (or slow) will Joel move?

  • They are neither the fastest nor the slowest decision makers, they are somewhere in the middle.
  • Can Joel take some risk or not?

  • They can bear some risk if their analysis backs the decision.

You And Joel

Personality Compatibility


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