Rajiv K.

Sharpshooter
DISC Type : DC

Partner/Principal Advisor at Lena Advisory

San Francisco Bay Area, United States

Overview

Rajiv is a senior technology and cyber risk advisor with over 20 years of experience in highly regulated industries. He specializes in strengthening risk frameworks and delivering regulatory remediation. Colleagues describe him as an organized, results-driven, and knowledgeable expert in technology risk.

Outside of his advisory work, Rajiv engages with his professional community, recently attending the ISC2 East Bay Chapter Conference to connect with peers. He is a graduate of Sydenham College of Commerce and Economics and celebrates cultural traditions.

He holds multiple key industry certifications from ISACA, including CRISC (Certified in Risk and Information Systems Control) and CISA (Certified Information Systems Auditor).

Personality Overview

ROI Driven

Precise But Practical

Thorough Evaluator

They respond better to strong and respectful interactions.  More than the product, they care about the impact of the product. They are not always relationship oriented.

Topics They Care About

Regulatory Remediation
A core focus of his career is helping firms deliver remediation and align with standards like FFIEC, SOX, and NIST.
Third-Party Risk
Has deep expertise in managing vendor risk, having led vendor oversight and third-party risk programs at major financial institutions.
Cyber Risk Frameworks
Specializes in designing and operationalizing technology and cyber risk programs that integrate with enterprise GRC frameworks for CIO and CISO teams.

Media Appearances

Rajiv has no verified media appearances

Work History

6-2020
Partner/Principal Advisor at Lena Advisory
12-2014 - 5-2020
Vice President, Technology & Cyber Risk Manager at BNP Paribas
6-2009 - 8-2014
Vice President, Program Management at JPMorgan Chase & Co.
2-2005 - 6-2009
Technology Risk & Compliance and Vendor Management, First Vice President at JPMorgan Chase & Co.
11-2003 - 2-2005
Technical Services Lead at Washington Mutual Bank

Education

BA from Sydenham College of Commerce and Economics
Training from RiskLens

More Information

Social Presence :

Prographics :

Exp : 24 Location : San Francisco Bay Area, United States Job Level : N/A Designation : Partner/Principal Advisor at Lena Advisory
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Insights For Selling To Rajiv

During A Call Or A Meeting

DO's

  • When negotiating terms, help them build an impression that they are the ones calling the shots
  • Use phrases like ‘it’s your decision’, ‘strategic impact’ etc.
  • Hold your ground without indulging in one-upmanship

DONT's

  • Don’t be in a rush to invite them for a social meet and greet
  • Do not back off when challenged, respond with a confident, objective answer instead
  • Do not spend too much time focusing on product tech or features

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Rajiv 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 Rajiv

  • If they are not convinced, they will say no without any hesitation.

Insights For Deal Planning

    How fast (or slow) will Rajiv move?

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

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

You And Rajiv

Personality Compatibility


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