In the Spotlight with Prateek Goel

In cybersecurity, the people buying the product aren't the ones approving the spend. That gap is where most deals die.In this episode of In the Spotlight, Roi Carmel sits down with Prateek Goel, Senior Director of Customer Advocacy and Business Value Advisory at Wiz (now part of Google), to unpack what value selling actually looks like inside the world's fastest-growing cybersecurity company — and why the human part of the job is getting more important, not less, as AI gets better at the math.Prateek has spent 20 years inside some of the best sales teams in the industry — American Airlines, Capital One, Okta, Sumo Logic, Aviatrix, and now Wiz. He's been the first value hire three times. At Wiz, he built the practice from scratch when the company was a pure product-led motion. Today, Wiz is past $1B ARR, and his team is orchestrating value across every major deal globally.In this conversation, Prateek and Roi cover:· Why "value selling" isn't an ROI spreadsheet — it's a narrative your champion carries into rooms you're never in· The three dimensions every value conversation has to hit: outcome, quantification, and personal impact· How to tell if your company is ready for a value team — and the pain point that signals it· The maturity journey from "show me the demo" to "a business case with every pricing proposal"· Why cybersecurity makes value selling existential — technical buyers, non-technical CFOs, and no seat in the boardroom· How Wiz scales 10 value consultants across a billion-dollar sales org using AI and Spotlight· Why AI makes the human parts of value consulting more valuable, not less· The role of a diverse team in getting to 10 different angles on the same problemThis isn't about building better spreadsheets. It's about arming your champions to win the conversations you can't be in.About Our Guest: Prateek Goel is the Senior Director of Customer Advocacy and Business Value Advisory at Wiz, the world's fastest-growing cybersecurity company, now part of Google. He has spent over two decades in enterprise strategy and value consulting — helping executives quantify and realize the impact of cloud security investments. Before Wiz, Prateek led business value functions at Aviatrix and Sumo Logic, and was part of the value team at Okta. His earlier career included financial planning and strategy roles at Capital One Auto Finance, revenue management and strategic alliances roles at American Airlines, and a summer at Bain & Company. He is also a member of the Outcome Selling Advisory Ecosystem. Prateek holds an MBA from Emory University's Goizueta Business School and is based in Frisco, Texas.Connect with the Spotlight Community:🌐 www.spotlight.ai📧 [email protected]🔗 www.linkedin.com/company/spotlight-ai🐦 twitter.com/Spotlightai_X📘 www.facebook.com/spotlight.ai.facebook📸 www.instagram.com/spotlight.ai_insta▶️ https://www.youtube.com/channel/UCRNvCTs8wCLEhzDOGNSIGbQ🎙️ https://open.spotify.com/show/1bwxYCo3zl1pi6COOuQSCl?si=B4SRjV2lTi6sC1PH-_63sQ🎧 https://podcasts.apple.com/us/podcast/in-the-spotlight/id1876027307