Nick DeLena

Examiner
DISC Type : cs

Partner, Cybersecurity and Privacy Advisory at PKF O'Connor Davies, LLP

Woburn, Massachusetts, United States

Overview

Nick is a Partner and leader in the Cybersecurity and Privacy Advisory group at PKF OConnor Davies. With over 25 years of experience, he specializes in IT compliance, CMMC certification, and ISO 27001. He holds an MBA from Brown University and is a Certified CMMC Assessor.

Beyond his professional focus, Nick values his family and community connections. He shared a proud moment with his son related to a work event and enjoys attending conferences to connect with old friends and new colleagues, such as the CS5 Conference in San Diego.

He has unique firsthand experience on the client side, having worked for over seven years as an IT Operations Manager for a public company.

Personality Overview

Unexpressive

Process Oriented

Overcautious

They are heavily focused on quality and prefer doing things the right way, even if it takes time.  Being observant comes to them naturally. The only way to convince them is by showing them examples and ample proof.

Topics They Care About

CMMC Ecosystem
His work, certifications (CMMC Lead CCA), and recent social media posts are heavily focused on CMMC certification and C3PAO services.
Cybersecurity Advisory
He leads a cybersecurity and privacy advisory group, focusing on penetration testing, risk management, and compliance for various organizations.
IT Operations
His resume includes over seven years as an IT Operations Manager, giving him a deep understanding of the client-side challenges in IT.

Media Appearances

Nick has no verified media appearances

Work History

10-2019
Partner, Cybersecurity and Privacy Advisory at PKF O'Connor Davies, LLP
8-2015 - 10-2019
Senior Manager at OCD Tech
4-2012 - 8-2015
Assistant Vice President, Manager of IT Operations and Compliance at Montpelier Re
4-2010 - 4-2012
Manager of IT Operations and Compliance at Montpelier Re
2009 - 4-2010
IT Compliance Manager at Montpelier Re

Education

2014 - 2015
Master of Business Administration (M.B.A.) from Brown University
2014 - 2015
Master of Business Administration - MBA from IE Business School

More Information

Social Presence :

Prographics :

Exp : 27 Location : Woburn, Massachusetts, United States Job Level : N/A Designation : Partner, Cybersecurity and Privacy Advisory at PKF O'Connor Davies, LLP
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Insights For Selling To Nick

During A Call Or A Meeting

DO's

  • Ask them which other stakeholders would be important for this purchase decision
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them
  • Expect them to be vague in response to your questions, ask firmly and pointedly

DONT's

  • Avoid getting into storytelling mode, especially when they ask specific questions
  • Don't use phrases like 'do not worry', 'i promise' etc.
  • Don't rely on relationship building even if they act pleasantly

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Nick is

  • Proof of usage by others in the industry, case studies showing ROI are likely to work the best with them.
  • Will you ever get a clear answer from Nick

  • Often, they don't say no, or keep going about it in circles.

Insights For Deal Planning

    How fast (or slow) will Nick move?

  • They are some of the slowest movers and take their time reaching decisions.
  • Can Nick take some risk or not?

  • They have very low acceptance of risk even if they do not say it directly.

You And Nick

Personality Compatibility


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