Wes Malaby

Trailblazer
DISC Type : DI

General Manager at Microsoft

Austin, Texas Metropolitan Area, United States

Overview

Wes Malaby serves as GM, Global Customer Success - Security at Microsoft, leveraging his extensive background in information security and digital solutions. He previously held the Chief Information Security Officer role at Phillips 66.

Wes has a strong interest in the evolving landscape of AI and its impact on data security, often engaging in discussions at industry events. He also follows critical infrastructure topics.

He earned his degree in Management Information Systems from Oklahoma State University.

Personality Overview

Values Relationships

Achievement-Oriented

Assertive

They are more likely to be open to unproven but exciting technologies.  They will fight for you if they come to believe in you. They do not mind taking risks and can make hard decisions, if necessary.

Topics They Care About

AI in Security
Wes frequently discusses how AI agents are changing risk, accountability, and decision-making in the security landscape, especially regarding data protection.
Cyber Resilience
He advocates for organizations to move beyond "security by obscurity" and focus on resilience and proactive preparation against evolving threat landscapes.
Critical Infrastructure Security
Wes has expressed a personal connection and interest in the topic of securing critical infrastructure.

Media Appearances

Wes has no verified media appearances

Work History

3-2023
General Manager at Microsoft
7-2021 - 4-2023
Sr Director, Global Customer Success Technical Strategy Leader - Security at Microsoft
11-2020 - 7-2021
CSU Security Industry Lead at Microsoft
6-2018 - 11-2020
Chief Information Security Officer at Phillips 66
2-2018 - 5-2018
Manager, Digital IT Business Solutions, Enterprise at Phillips 66

Education

1999 - 2001
Management information systems from Oklahoma State University

More Information

Social Presence :

Prographics :

Exp : 24 Location : Austin, Texas Metropolitan Area, United States Job Level : Senior Designation : General Manager at Microsoft
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Insights For Selling To Wes

During A Call Or A Meeting

DO's

  • Build a trustworthy relationship while keeping the product center-stage
  • Address your competition clearly and confidently
  • Talk about yourself and some of your achievements at the start of the conversation

DONT's

  • Don’t hesitate from asking questions or pushing them, but take a friendly approach
  • Don’t force involvement of other stakeholders unless it is critical
  • Don’t hesitate from asking them how they truly feel about your product

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Wes is

  • Relationship and product conviction matter equally, followed by a sense of achievement.
  • Will you ever get a clear answer from Wes

  • If they are not convinced, they will say no albeit in a friendly manner.


Insights For Deal Planning

    How fast (or slow) will Wes move?

  • They can reach decisions quickly if they develop trust and confidence in the product.
  • Can Wes take some risk or not?

  • They can take risks if necessary.

You And Wes

Personality Compatibility


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