Steven Martano

Enthusiast
DISC Type : i

Faculty at IANS

Burlington, Vermont, United States

Overview

Steven Martano is a Partner at Artico Search, where he leads the Cybersecurity Practice. He specializes in executive recruiting for CISOs and other tech risk leaders. He holds a Masters degree from Trinity College-Hartford and is also a faculty member at IANS.

Outside of his executive search career, Steven has a background as an editor and featured writer for SB Nations "Beyond the Box Score, " suggesting a strong interest in sports and analytics. He is also involved with the National Association of Corporate Directors (NACD).

Unique fact: He uniquely combines his expertise in cybersecurity leadership with a past role as a sports writer and editor.

Personality Overview

Optimistic

Story Driven

Consensus Focused

Unlike D or C types, they are convinced more by stories and testimonials.  They are generally friendly, so be careful when relying on their word. They prefer to build relationships rather than staying totally transactional.

Topics They Care About

Cybersecurity Leadership
He recruits top CISOs and co-authors reports on the evolving role of security executives and their relationship with corporate boards.
CISO Compensation
As an IANS faculty member and through his research with Artico, he frequently presents data and trends on compensation and budgets for security leaders.
Digital Risk Strategy
His conference talks focus on positioning the CISO as a "Digital Risk Problem Solver, " moving beyond a purely technical leadership role.

Media Appearances

Steven Martano on the IANS 2024 Security Budget Benchmark Report. Featured in YouTube

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IANS Research and Artico Search Release Security Budget Benchmark Report. Featured in PR Newswire

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Work History

2023
Faculty at IANS
9-2021
Partner at Artico Search
2018 - 9-2021
Consultant, Cyber Security Practice at Caldwell
2014 - 2022
Editor & Featured Writer - Beyond the Box Score at SB Nation
2010 - 2017
Executive Search and Assessment Professional at Russell Reynolds Associates

Education

2011 - 2011
Master's degree from Trinity College-Hartford
2002 - 2006
Bachelor's degree from The Catholic University of America

More Information

Social Presence :

Prographics :

Exp : 21 Location : Burlington, Vermont, United States Job Level : N/A Designation : Faculty at IANS
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Insights For Selling To Steven

During A Call Or A Meeting

DO's

  • Speak from experience about success that the product has seen with other customers
  • Compliment them about their personality if you get a chance
  • Refer to interesting customer testimonials and stress on great customer experience

DONT's

  • Don't be critical or challenge them openly, they can react defensively
  • Don’t be too formal with them, they trust informality more
  • Don’t ask too many questions in one go, weave them into the flow

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Steven is

  • Relationship and rapport are valuable for them, but so is proven product value.
  • Will you ever get a clear answer from Steven

  • They will hardly ever say a direct no.

Insights For Deal Planning

    How fast (or slow) will Steven move?

  • Even when they are constantly engaged, they do not reach decisions quickly.
  • Can Steven take some risk or not?

  • They can take some low-probability risks if needed.

You And Steven

Personality Compatibility


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