Ken Chism (MA Cybersecurity)

Commander
DISC Type : D

Director World Wide Cybersecurity Sales at BMC Software

Scottsdale, Arizona, United States

Overview

Ken is a cybersecurity sales leader at BMC Software with over 20 years of experience, contributing to over $400 million in software sales. A graduate of Arizona State University, he specializes in IT security for complex enterprise environments. Colleagues describe him as customer-focused, analytical, and a solid negotiator.

Based on his extensive time spent in Arizona for his education at both the University of Arizona and Arizona State University, he likely maintains a connection to the state and its local culture. He has a strong professional network built over two decades in enterprise technology sales.

Unique fact: Ken has a specialized focus on promoting the integration of mainframe security alerts into corporate Security Operations Centers (SOCs), an often-overlooked area.

Personality Overview

Strong-Willed

Risk-Taker

Candid & Clear

They prefer to be the ones controlling the conversation or defining the terms.  They take a lot of pride in personal achievements. They respond better to strong and respectful interactions.

Topics They Care About

Mainframe Security
His recent posts emphasize the importance of mainframe security, highlighting vulnerabilities and advocating for its integration into corporate SOCs for better threat visibility.
Revenue Acceleration
His personal motto is to accelerate revenue by increasing the number, probability, and size of deals, leveraging methodologies like MEDDIC.
Machine Identity
Actively promotes extending machine identity and certificate automation to mainframes, highlighting BMC's partnership with market-leader Venafi.

Media Appearances

Ken has no verified media appearances

Work History

10-2021
Director World Wide Cybersecurity Sales at BMC Software
3-2018 - 9-2021
Enterprise Cybersecurity Account Exec at BMC Software
3-2010 - 2-2018
Enterprise New Product Sales at BMC Software
7-2007 - 2-2010
Director Sales, Western Region at HyPerformix
12-2006 - 7-2007
Manager OEM Sales, Master Data Management at i2 Technologies

Education

5-2020 - 12-2021
Masters from Arizona State University
1980 - 1982
Computer Information Systems from University of Arizona

More Information

Social Presence :

Prographics :

Exp : 40 Location : Scottsdale, Arizona, United States Job Level : Mid-senior Designation : Director World Wide Cybersecurity Sales at BMC Software
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Insights For Selling To Ken

During A Call Or A Meeting

DO's

  • Refer to testimonials from well-known industry leaders
  • Hold your ground without indulging in one-upmanship
  • Use phrases like ‘it’s your decision’, ‘strategic impact’ etc.

DONT's

  • Do not back off when challenged, respond with a confident, objective answer instead
  • Don’t be in a rush to invite them for a social meet and greet
  • Don't try too hard to forge relationships with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Ken is

  • Conviction around the impact matters the most to them, followed by a sense of achievement and ROI.
  • Will you ever get a clear answer from Ken

  • If they decide not to use your product, they will say no clearly.

Insights For Deal Planning

    How fast (or slow) will Ken move?

  • They can reach decisions fairly quickly if they are convinced.
  • Can Ken take some risk or not?

  • They don’t mind risks but can be quite binary about them.

You And Ken

Personality Compatibility


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