Zach Furness

Researcher
DISC Type : Cs

Chief Information Security Officer at MITRE

Washington DC-Baltimore Area, United States

Overview

Zach has no verified overview

Personality Overview

Cost Conscious

Process Focused

Detail Oriented

They do not like taking risks at all and go for proven options in the end.  They are always well-planned and adopt a systematic approach. The only way to convince them is by showing them examples and ample proof.

Topics They Care About

Zach has no verified topics they care about

Media Appearances

Zach has no verified media appearances

Work History

10-2024
Chief Information Security Officer at MITRE
12-2022 - 10-2024
Deputy CISO & Director of Cyber Risk Management at Children's National Hospital
12-2020 - 12-2022
Director of Cybersecurity Governance and Risk Management at Children's National Hospital
12-2018 - 12-2020
Director of IT Security at Inova Health System
1-2015 - 12-2018
Technical Director, National Cybersecurity FFRDC at MITRE

Education

Master’s Degree from Virginia Tech
Bachelor’s Degree from Virginia Tech

More Information

Social Presence :

Prographics :

Exp : 12 Location : Washington DC-Baltimore Area, United States Job Level : Leadership Designation : Chief Information Security Officer at MITRE
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Insights For Selling To Zach

During A Call Or A Meeting

DO's

  • Actively address their concerns around change, risk, and acceptance by users
  • Preferably use email to follow up with them instead of phone or Linkedin, engage by asking question or opinions
  • If they are not asking many questions, nudge them to ask questions rather than just starting to talk yourself

DONT's

  • Avoid winging it with them particularly, answer a question only if you know the answer well
  • Avoid emotional and informal language, stay objective and to the point instead
  • Do not sound overly eager, modulate your energy levels especially if you are generally enthusiastic

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Zach is

  • Proof of usage by others in the industry, case studies showing ROI are likely to work the best with them.
  • Will you ever get a clear answer from Zach

  • Often, they don't say no, or keep going about it in circles.

Insights For Deal Planning

    How fast (or slow) will Zach move?

  • They are some of the slowest movers and take their time reaching decisions.
  • Can Zach take some risk or not?

  • They have very low acceptance of risk even if they do not say it directly.

You And Zach

Personality Compatibility


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