Joshua Oates

Questioner
DISC Type : c

Director, Cyber Domain at Defense Unicorns

San Antonio, Texas, United States

Overview

Joshua Oates is the Director of the Cyber Domain at Defense Unicorns, where he leverages over 15 years of experience to help the Department of Defense securely deliver software capabilities. Colleagues describe him as an excellent and knowledgeable leader. He holds a Bachelor of Science from Auburn University at Montgomery.

Outside of his direct role, Joshua is a dedicated continuous learner, a passion reflected in his multiple certifications and his interest in keeping up with the latest technology trends. His professional focus aligns with his interests in organizations like the National Security Agency and the Air Force Research Laboratory.

He was a speaker at KubeCon, where he presented on the topic of building a software supply chain for the Department of Defense.

Personality Overview

Price-Sensitive

Not Easily Convinced

Cautious & Analytical

It is quite likely of them to ask for pricing or other concessions.  They generally do not appreciate an overfriendly approach and prefer to stay to-the-point. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Software Supply Chain
He is an expert on this topic, having presented at the KubeCon conference about creating a software supply chain specifically for the Department of Defense.
DoD Cyber Security
His current role as Director, Cyber Domain and his entire career focus on delivering secure software capabilities for the DoD and the Warfighter.
DevSecOps for Defense
His background as a Software Factory Lead and focus on security indicates a deep interest in implementing DevSecOps practices within a national security context.

Media Appearances

Joshua has no verified media appearances

Work History

8-2025
Director, Cyber Domain at Defense Unicorns
7-2024 - 8-2025
Senior Engineering Manager at Defense Unicorns
9-2023 - 11-2024
Software Factory Lead at Defense Unicorns
1-2021 - 6-2022
Cloud Engineering Manager at Serco
3-2018 - 8-2021
Technical Business Consultant at Serco

Education

Bachelor of Science (B.S.) from Auburn University at Montgomery
2015 - 2016
Full Stack Web Development Certification from freeCodeCamp

More Information

Social Presence :

Prographics :

Exp : 12 Location : San Antonio, Texas, United States Job Level : Mid-senior Designation : Director, Cyber Domain at Defense Unicorns
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Insights For Selling To Joshua

During A Call Or A Meeting

DO's

  • Keep some extra margin in hand as they will likely negotiate the pricing
  • If you have a lower priced product compared to the competition, call out the same
  • Share as much information as possible regarding your product

DONT's

  • Don’t try to be too friendly or informal with them
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • 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 Joshua is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Joshua

  • 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 Joshua move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Joshua take some risk or not?

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


You And Joshua

Personality Compatibility


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