Sam Maesschalck

Questioner
DISC Type : c

Lead OT Cyber Security Engineer & SME at Immersive

Manchester, England, United Kingdom

Overview

Sam Maesschalck is the Lead OT Cyber Security Engineer at Immersive, specializing in industrial control systems and critical national infrastructure. A PhD graduate from Lancaster University, he focuses on strengthening people-centric cyber resilience and has authored over a dozen peer-reviewed papers on cybersecurity.

He is passionate about workforce development and empowering the next generation of cybersecurity professionals. Sam actively supports students through judging competitions like the Cyber Leaders Challenge and is a co-organizer of the BSides OT UK community-building event.

Unique fact: His doctoral research at Lancaster University focused on using honeypots and deception techniques as a defensive strategy for industrial control systems.

Personality Overview

Price-Sensitive

Value Seeker

Cautious & Analytical

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

Topics They Care About

OT & ICS Security
His entire career, research, and current role at Immersive are dedicated to securing Operational Technology (OT) and Industrial Control Systems (ICS), particularly for critical infrastructure.
Cyber Workforce Development
He leads the development of hands-on training at Immersive and frequently speaks on the need to upskill and train teams to bridge the IT/OT skills gap.
Deception Techniques
His PhD research and multiple publications focus on using honeypots—deception technology—to mimic and obfuscate real systems, making them less attractive targets for attackers.

Media Appearances

Sam has no verified media appearances

Work History

1-2025
Lead OT Cyber Security Engineer & SME at Immersive
11-2024 - 1-2025
Senior Security Engineer at Nexova
5-2023 - 11-2024
Security Training Engineer at Nexova
11-2022 - 7-2023
Senior Teaching Associate at Lancaster University
10-2019 - 11-2022
Associate Lecturer at Lancaster University

Education

2019 - 2023
Doctor of Philosophy - PhD from Lancaster University
10-2021 - 2-2023
Postgraduate Certification from Lancaster University

More Information

Social Presence :

Prographics :

Exp : 9 Location : Manchester, England, United Kingdom Job Level : Middle Designation : Lead OT Cyber Security Engineer & SME at Immersive
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Insights For Selling To Sam

During A Call Or A Meeting

DO's

  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Back up any claims with data and numbers
  • If you have a lower priced product compared to the competition, call out the same

DONT's

  • Don’t try to be too friendly or informal with them
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • 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 Sam 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 Sam

  • 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 Sam move?

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

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


You And Sam

Personality Compatibility


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