Stephen Smith

Enigma
DISC Type : idc

Head Of Information Security at Sabio

Chelmsford, England, United Kingdom

Overview

Stephen is a senior manager and the Head of Information Security at Sabio, holding a Certified Information Security Manager (CISM) certification. He has extensive experience leading security and risk functions across diverse sectors, including Government, Life Sciences, and Retail, with a focus on business continuity and risk governance.

Based on his experiences, Stephen appears to have a significant military background. He served in several units and achieved the prestigious rank of Regimental Sergeant Major (RSM) in Colchester, reflecting a long history of leadership, discipline, and camaraderie.

He has direct experience managing projects in the physical security domain, including close protection.

Personality Overview

Fast Follower

Challenger

Friendly Yet Blunt

They can sound friendly and charming but can quickly change gears to become inquisitive and probing  They are likely to ask many questions and look heavily for supporting proof as well as information. They are generally strong communicators and are not easy to convince.

Topics They Care About

Information Security & Risk
As a CISM, he has spent his career heading up global cyber security, risk, and compliance functions for companies like Sabio, Capita, and BAe Systems.
Business Continuity
He has managed business continuity and resilience planning across multiple previous roles, ensuring organizations can operate through interruptions.
Military Leadership
His post mentions serving for many years and being an RSM (Regimental Sergeant Major), indicating a deep background in military service and leadership.

Media Appearances

Stephen has no verified media appearances

Work History

10-2018
Head Of Information Security at Sabio
4-2015 - 10-2018
Global Risk and Security Manager (Interim IT Ops Manager) at MDSL
4-2013 - 4-2015
Interim Head of Information Security and Risk at Capita Secure Managed Services
1-2012 - 4-2013
Head of Information Security and Risk at BAe Systems Detica - Netreveal
8-2009 - 4-2012
Head of Information Security and Business Continuity at LGC

Education

1980 - 1982
Education details unavailable from Holy Cross College, Bury, Greater Manchester

More Information

Social Presence :

Prographics :

Exp : 42 Location : Chelmsford, England, United Kingdom Job Level : Mid-senior Designation : Head Of Information Security at Sabio
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Insights For Selling To Stephen

During A Call Or A Meeting

DO's

  • Let them lead the discussion, create opportunities for them to speak if they are not very forthcoming
  • Leverage 'negging', or the art of asking negative questions like "you must not be convinced yet..."
  • Use phrases like ‘clear evidence’, ‘data-based results’ etc.

DONT's

  • Don’t try to rush them into a decision, provide all necessary information first
  • Don’t rely excessively on your relationship with them to win the deal even if you come to form one
  • Avoid long presentations and just 'high-level' value proposition, dive into the details

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Stephen is

  • Proven value, strong objective evidence are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Stephen

  • They are practical and friendly, but can give a clear response with a little prodding

Insights For Deal Planning

    How fast (or slow) will Stephen move?

  • They like to be detailed, so unless they develop strong conviction, they can take their time to arrive at decisions
  • Can Stephen take some risk or not?

  • They evaluate their decisions systematically and do not take risks that often, unless you can get them to develop strong conviction

You And Stephen

Personality Compatibility


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