From Researcher to VP: Jose Barajas' Journey in Sales Engineering

In this episode of Altar of the Demo Gods, hosts Keith Wilson and John Morton sit down with Jose Barajas, VP of Worldwide Sales Engineering at AttackIQ. The conversation dives into Jose’s career progression, from his early days as a security researcher to transitioning into sales engineering, and eventually moving into leadership as the VP of Sales Engineering. Jose shares valuable insights on how his technical background in malware analysis and reverse engineering helped him develop a deep understanding of the products he now helps sell. He discusses the evolution from technical work to sales and leadership, and how learning soft skills, such as public speaking through Toastmasters, prepared him for success in the world of sales. The discussion also covers key aspects of his transition into a leadership role, where he highlights the importance of building relationships, learning the sales process, and adapting to challenges like hiring and managing teams. Jose offers actionable advice for those in technical roles looking to transition into sales or leadership, such as developing a strong partnership with account executives and honing communication skills to better connect with customers. Key Topics Discussed: Transitioning from security research to sales engineering. The importance of relationship building and networking in career growth. Challenges and solutions in technical sales, including POC development and using cyber ranges to accelerate the sales process. Learning to adapt to formalized sales processes as a company grows. How to develop soft skills, like public speaking, through Toastmasters and other opportunities. The complexities of hiring and managing teams, including the principle of “hire slow, fire fast.” Moving into leadership and the importance of effective communication in technical sales.