For the next instalment of our ‘meet the team’ series, we’re bringing you along to our interview with Sales Director, Darren Cozens.
At Cybanetix, we recognize that our team is just as vital as the services and solutions we provide. Their dedication drives us forward, inspiring continual excellence and a constant pursuit of improvement.
Darren is no exception, a man who relaxes by diving with sharks on his well earned holidays! We caught up with him to hear about his journey into sales and Cybanetix.
🤝 How did you start your career in sales?
I was working directly for the Chairman of Marks & Spencer’s, and he told me I was wasted in the role I was in and recommended a move into sales. He helped me get a job in Systemax, which is part of the Misco group, and within 6 weeks, I was the top salesman. That was my initial entry into sales. Fast forward 4 years, and I moved to work for a new company within the tech industry, where I joined as a board member to be the regional sales director. Whilst at that company, I helped to grow the staff from eighteen members to 250, and that became my introduction into leadership roles.
🧑💻 Can you tell me about your journey leading to Cybanetix? Why this company?
I was contacted by Merlin Gillespie (Cybanetix Operations Director), who had been a previous client of mine in 2002 and we had loosely kept in contact over the years through social media. He had said there was an opportunity to get involved with Cybanetix and set up a lunch between myself and Martin Jakobsen (Cybanetix Managing Director). Very early on, we realised we could work well together, so I joined on a part-time basis, as initially I still had some other commitments for the first 5 months. However, it ended up being more of a full-time role because I loved the company so much and really believed in the culture and the people.
I knew cybersecurity was a hot topic and had already reached the initial stages of building out my own cybersecurity business when Merlin messaged. It seemed like there was such an opportunity to do something great; there was a lack of maturity within sales and marketing in the company when I joined. The foundations were there; they just needed a route to market.
💫 What are the important factors to be aware of when working in sales?
Integrity. Relationship. Consistency.
I would never sell anything I wouldn’t stand on, and I have walked away from deals in the past that I didn’t believe I could deliver. Opportunities will come and go, but relationships are hard to win and easy to lose.
🔑 How do you foster collaboration between your department and others at Cybanetix?
I don’t view the departments at Cybanetix as independent departments; we are all a team. In other companies, there is a real us and them mentality between sales and delivery. We don’t have that here, which is something that really resonates with me; it is part of the reason why it works. Everyone is working towards the same goals; the leadership team are really driven to maintain a small company mentality. Agility allows small companies to be great. By staying agile, we can be the best for our customers. We are a very customer-first, centric business.
👏Can you share one of your favourite or most rewarding success stories?
I had a real what I call a ‘fist pump’ moment, one Friday of a May bank holiday. I was taking my son to pick up one of his friends, and we were stuck on the M25. I got a call to say a deal we had been working on for 18 months had finally cleared all legals and commercials, with the contract ready to sign. It was really a turning point for the organisation; it accelerated our growth and took us from a small business to a real contender in the market. My son said he had never seen me so happy. I told him these were the moments in your career you chase. This wasn’t just me, but a whole team effort; everyone worked so hard to help win this deal.
🌎Where do you think Cybanetix is headed in the future, and what are you most excited about?
I always get excited about taking on new clients. When we take on existing services from other MSSPs, it never fails to surprise me how poor some of their posture is. I get a lot of gratification and job satisfaction from protecting organisations. I want to continue staying in front of the curve as a universal MDR (Managed Detection and Response) provider, being focused on being really great at one thing rather than good at a couple. Not diluting our work but being the best MDR provider globally.
👩🏫What advice would you give to aspiring leaders who are looking to follow a similar career path?
Be consistent; integrity is something to live and die by. Consistency and integrity is everything for me; that is what makes a good leader.
🌈What are you most proud of?
The two young boys I’ve brought into this world and who they become, everything I do is for my family. I’m very proud of both of them and the men they are becoming.
Darren Cozens – Sales Director
This interview was conducted and written by Emily Carter – Marketing Executive