Aurex Insights: IoT & OT Cybersecurity Market Review

Q1 2020

IoT & OT Cybersecurity Market Review

Welcome to the latest edition of the Aurex Group quarterly update for the US Digital Energy market. In this issue, we will be providing commentary on how the industry is managing the current conditions in response to COVID-19 as well as highlighting the notable market moves from the first quarter of 2020.

Competition for Candidates in 2020

Hiring in the first quarter of this year has been highly competitive for IoT and OT cybersecurity professionals. Active candidates have typically received multiple offers, often three or more. Entire interview processes have progressed from initial contact to offer paperwork offer in a matter of weeks.

Revenue generating and senior sales hires have been a priority, a trend we expect to continue into the coming quarters. Recruitment processes are running smoothly as candidates have more time to commit to interviews, and start dates have been mostly unaffected. First-day onboarding processes have evolved, now revolving around the setup of a home office after receiving a company laptop in the mail.

Non-revenue generating and technical roles have been a lower priority. Unfortunately, we have seen many of these positions canceled or put on hold for the next quarter. For those in late-stage interview processes or who have verbally accepted an offer, there is now a working assumption of a 1 July start date, at the earliest.

Most companies working in this sector have adapted to remote working conditions easily, with many already operating with remote sales or commercial staff. Video conferencing has emerged as the preferred method for interviews and managing the hiring process. Aurex Group has recently placed a C-Suite executive role with the hiring process conducted entirely online. This candidate completed interviews, including at board-level, as well as onboarding all via video conferencing and without ever having been met in person, a first for Aurex Group.

Hiring in the COVID-19 Era

Looking towards the second quarter, we remain cautiously optimistic at Aurex Group. It is still early days, but we have no doubt entered the era of COVID-19. At the time of writing this market report, technology and software companies have clearly shown an appetite to hire in 02. However, interview processes, onboarding and timeline expectations are evolving each day.

The surge in remote workers has increased cybersecurity risks across almost all sectors. CISOs must tackle new cyber threats while protecting their organization’s ability to maintain business continuity. There will be downward pressure on overhead and headcount within large corporates. Most will understandably be reducing their workforces. However, cybersecurity teams should largely remain intact, given the criticality and high-stakes infrastructure they protect.

Our team at Aurex Group anticipates continued demand for high-calibre and proven sales professionals. Perhaps more than ever, innovative and adaptive sales professionals with established relationships will be needed to navigate the business development frontier.

For technical and support professionals, we expect searches for new hires will commence again in 03 as businesses prepare for 2021.

Market Moves

  • Erika Eakins left Dragos, Inc. and joined Gluware, Inc., in Colorado Springs, CO, as Director of Sales – West.
  • Al Woods left Nexthink and joined Tenable, in Philadelphia, PA, as Enterprise Territory Manager.
  • Brandon Gilbert left Secureworks and joined Tenable, in St. Louis, MO, as Enterprise Account Manager.
  • George Collier left Waterfall Security Solutions and joined SCADAfence, in Houston, TX, as Director of Sales North America.
  • Andrew Anchev left Menlo Security Inc. and joined Vectra Al, in San Francisco, CA, as SE Manager – West.
  • Omar Garcia left ServiceNowand joined Vectra Al, in Boca Raton, FL, as Regional Sales Manager.
  • Thelma Gregory left Varonis and joined Vectra Al, in New York, NY, as Customer Success Manager.
  • Clint Beasley left Tufin and joined Vectra Al, in Winter Park, FL, as Regional Partner Manager Federal & Southeast.
  • Gavin Osters left SecurityScorecard and joined Vectra Al, in Dallas, TX, as Central Partner Manager.
  • Danny Simenauer left AIO Networks and joined Vectra Al, in Washington D.C., as Regional Sales Manager Federal Civilian.
  • Bill Coolidge left SecureWorks and joined Vectra Al, in Charlotte, NC, as Regional Sales Manager NC & SC.
  • Bill Dano left Gigamon and joined Vectra Al, in Chicago, IL, as Director of Sales – Central Region.
  • Andrew Ramer left Aruba Networks and joined Vectra Al, in Nashville, TN, as Regional Sales Manager – TN/MS.
  • Tom Jenkins left Arista Networks and joined Vectra Al, in Herndon, VA, as DOD Regional Account Manager.
  • Sevi Boisvert left Symantec and joined Vectra Al, in Mountain View, CA, as Regional Sales Manager – West.
  • Bob Wolff left Tanium and joined Attivo Networks, Inc., in Chicago, IL, as Regional Sales Manager.
  • Brad Fusilier left W. R. Grace & Co. and joined PAS, in Houston, TX, as Enterprise Account Executive.
  • Robert Bower joined Bayshore Networks, in Austin, TX, as Inside Sales Executive.
  • Eric Hebert left ForeScout Technologies Inc. and joined Claroty, in Boston, MA, as Sales Director I Named Accounts, Northeast.
  • Joshua Ohana left Palo Alto Networks and joined Claroty, in Chicago, IL, as Director of Sales Midwest Region.
  • Sam Bourche left Tempered Networks and joined Claroty, in San Diego, CA, as Sales Director, West.
  • Walter Jura left Symantec and joined Digital Guardian, in Minneapolis, MN, as Regional Sales Manager.
  • Michael Martinez left Forcepoint and joined Digital Guardian, in Austin, TX, as Channel Account Manager.
  • Nicolas Lozano left CrowdStrike and joined Armis, in San Francisco, CA, as Solutions Architect.
  • Oomesh Patel left M87 Cyber Security and joined Armis, in Toronto, Canada, as Strategic Account Director.
  • Michael Ehlers left Forcepoint and joined Armis, in San Diego, CA, as Solutions Architect.
  • Tim Sadler left Kenna Security and joined Armis, in Chicago, IL, as Vice President Sales.
  • Josh Smith left Symantec and joined Armis, in Dallas, TX, as Senior Director, Strategic Alliances.
  • Nadine Macklin left Cylance Inc. and joined Armis, in Los Angeles, CA, as Sr. Director Customer Success.
  • Chris Duplantis left Forescout Technologies Inc. and joined Armis, in San Francisco, CA, as Senior Director, Solution Architects, NA West.
  • John Tennant left Symantec and joined Armis, in San Diego, CA, as Director Strategic Alliances.
  • Nicolas Bergevin left Vectra Al and joined Armis, in Canada, as Senior Account Executive – Eastern Canada.
  • Steven Byrd left Symantec and joined Armis, in Canada, as Account Executive.
  • Joshua Dupre left PerimeterX and joined Cyberbit, in Los Angeles, CA, as Executive Account Manager.
  • Shan Zhou left Cloudentity and joined Nozomi Networks, in San Francisco, CA, as Directory of Technical Sales, Americas.
  • Steve McGoldrick left Digital Connections, Inc. and joined Cyberbit, in Dallas, TX, as National Channel Sales Lead.
  • Anthony Fanale left Palo Alto Networks and joined CyberX, in Charlotte, NC, as Area Vice President – IOT/OT.
  • Paul Panepinto left Imperva and joined CyberX, in Denver, CO, as Director North America Channels.
  • Dan Frechette left NETSCOUTand joined CyberX, in Boston, MA, as Senior Sales Engineer.
  • James Dyckowski left D2iQ and joined CyberX, in Atlanta, GA, as Sales Engineer.
  • Derek Crawford left Tenable and joined Dragos, Inc., in Austin, TA, as Sr. Director Global Solution Architects.
  • Tim Slater left MissionTix and joined Dragos, Inc., in Baltimore, MD, as Business Development Representative.
  • Johanna Moore left MCCS and joined Dragos, Inc., in Baltimore, MD, as Sales Operations Analyst.
  • Keith Evans left Balbix and joined Dragos, Inc., in Houston, TX, as VP Sales – West.
  • David Godwin left Nyotron and joined Dragos, Inc., in Cary, NC, as Sr. Account Executive.
  • Drew van Vliet left Tenable and joined Dragos, Inc., in Baltimore, MD, as Inside Sales Manager.
  • Perry Curkendall left Attivo Networks, Inc. and joined CrowdStrike, in West Palm Beach, FL, as Regional Sales Manager.
  • Nicole Nariman left Mocana Corporation and joined Cloudinary, in San Francisco, CA, as Channel Sales Operations Manager.
  • Marty Kibiloski left Mocana Corporation and joined xMatters, inc, in Denver, CO, as Director, Digital Business North America.
  • Brian Mulvey left Citrix and joined SecureTrust, in New York, NY, as Enterprise Account Manager, Northeast.
  • Amir Sternberg left Amdocs and joined CyberX, in Boston, MA, as Customer Success Manager.
  • Amy Kowalchyk left CyberX and joined Mimecast, in Dallas, TX, as Western Region Channel Director.
  • Carla Pagliuca left Identity Automation and joined Tufin, in Boston, MA, as Regional Sales Manager- Enterprise Named Accounts.
  • Michael Montanus left PAS and joined Columbus Collaboratory, in Cincinnati, OH, as Client Success Manager.
  • Mark Christian left SecureAuth Corporation and joined Silverfort, in Mckinney, TX, as Customer Success Manager.
  • Chadd Milton left Bromium and joined Silverfort, in West Palm Beach, FL, as Director Sales Engineering Americas.
  • Mark Ewing left Claroty and joined Stratus Technologies, in Atlanta, GA, as Business Development, Southeast.
  • Pete Burke left Nozomi Networks and joined Cisco, in Bel Air, MD, as Technical Solutions Architect US Channels.
  • Hans Noordhuis left Tripwire and joined RisklQ, in Blackwood, NJ, as Sales Engineer.
  • Patrick Ahoney left CyberX Labs and joined AlgoSec, in Chicago, IL, as Regional Sales Manager – North Central & Great Lakes Regions.
  • Anthony Figueroa left StormWind Studios and joined Darktrace, in Phoenix, AZ, as Business Development Executive.
  • Brant West left LogRhythm and joined Tufin, in Washington D.C., as Federal Sales Manager, DOD.
  • Mike Winter left Westcon and joined Tripwire, in Denver, CO, as Channel Sales Manager – West.
  • Jason Dean left Pure Storage and joined Fortinet, in Houston, TX, as Major Account Manager.
  • Susan Lutz left CSC Digital Brand Services and joined Forcepoint, in New York, NY, as National Account Director, Northeast.
  • Alex Quinonez left Broadcom/Symantec and joined Digital Guardian, in Dallas, TX, as Sales Director.
  • Jon Nguyen left Etairon and joined PAS, in Houston, TX, as Enterprise Account Manager.
  • Katherine Brocklehurst left Claroty and joined Bayshore Networks as VP of Marketing.

US Digital Energy Team

Adam Skinner

Associate Director

Functions & Global Energy

 

adam@aurexgroup.com

+1 832 247 8860

Morgan Scoot

Research Associate

Digital Energy

 

morgan@aurex group.com

+1 713 501 7301

John McClellan

Partner

Global Energy

 

john@aurexgroup.com

+1 281 609 3386

Aurex Group serves a diverse client base of cybersecurity software and hardware firms, consultancies, and ClSOs within end-users. to discuss hiring trends of recent market moves, please reach out to our team today.

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