Kalyani Khati

Questioner
DISC Type : c

Associate Director, Information Security Strategic Initiatives at University of Toronto

Canada

Overview

Kalyani Khati is a cybersecurity leader at the University of Toronto with 13 years of experience in enterprise security strategy, governance, and risk management. A graduate of Indiana Universitys Kelley School of Business, she specializes in aligning security programs with NIST and ISO frameworks and was recently awarded for her risk assessment initiatives.

Outside of her core role, Kalyani is passionate about professional development and mentorship within the cybersecurity community. She co-chairs a professional development advisory group at the university and moderates fireside chats for organizations focused on inclusion in cybersecurity, actively engaging with students and staff on security best practices.

In 2024, her team won a university award for their Data Asset Inventory and Information Risk Self-Assessment (DAI-IRSA) project.

Personality Overview

Not Easily Convinced

Value Seeker

Price-Sensitive

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. It is quite likely of them to ask for pricing or other concessions.

Topics They Care About

Enterprise Security Strategy
Her entire career is focused on designing and delivering multi-year security roadmaps and strategies for large, complex organizations like the University of Toronto.
Risk Self-Assessment
She co-led an award-winning project at the university that enables departments to self-identify their security risks and create mitigation plans.
Security Awareness Culture
She leads the university's Security Awareness and Training Program and actively engages with students and staff at events like the "Privacy Clinic. "

Media Appearances

University of Toronto's Information Security Strategy released. Featured in University of Toronto – Information Security News

See Now

Meet the team - Information Security at University of Toronto. Featured in University of Toronto – Information Security

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Secure Together: 2024-2025 Information Security Annual Report. Featured in University of Toronto – Information Security News

See Now

Work History

7-2021
Associate Director, Information Security Strategic Initiatives at University of Toronto
8-2019 - 7-2021
Manager, Technology Consulting – Cybersecurity at Ernst & Young
10-2017 - 8-2019
Manager, Advisory Services – Cybersecurity at Ernst & Young
10-2014 - 9-2017
Senior Consultant, Advisory Services – Cybersecurity at Ernst & Young
1-2011 - 5-2011
SharePoint Development Intern at PointBridge

Education

2010 - 2012
MSIS from Indiana University - Kelley School of Business
2005 - 2009
Bachelor of Engineering from Manipal Institute of Technology

More Information

Social Presence :

Prographics :

Exp : 11 Location : Canada Job Level : Mid-senior Designation : Associate Director, Information Security Strategic Initiatives at University of Toronto
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Insights For Selling To Kalyani

During A Call Or A Meeting

DO's

  • Tell them that you will come back if you don’t have a good answer for a question
  • Share as much information as possible regarding your product
  • If you have a lower priced product compared to the competition, call out the same

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t try to be too friendly or informal with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Kalyani 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 Kalyani

  • 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 Kalyani move?

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

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


You And Kalyani

Personality Compatibility


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