For the next edition of our ‘meet the team’ series we’re talking to Dharmesh!
Having started his career in a technical capacity, Dharmesh made the jump into a sales based role and never looked back. A technical background gave him the ability to understand customers concerns better, read all about his journey to Cybanetix below!
🤝 What first got you interested in the cybersecurity industry?
My career actually started in a technical role where my sister was my first boss, now that was certainly challenging. I’ve always enjoyed understanding how technology solves real business problems. Over time, I realised I got just as much satisfaction from working with people as I did with the technology itself, which naturally led me into sales.
Cybersecurity stood out to me for two reasons, it’s one of the few industries where the conversation is constantly evolving and in today’s world my background of telecoms will always be needed in the ever-connected world. Rather than selling a product, you’re helping customers reduce risk and protect their business, which makes the role far more meaningful.
🧑💻 Can you tell me about your journey leading to Cybanetix? Why this company?
I’ve spent many years working in enterprise technology sales, building long-term relationships with customers and helping them navigate complex technology decisions. When the opportunity at Cybanetix came along, what attracted me was the chance to work with a specialist cybersecurity business that genuinely puts customer outcomes first. Knowing the senior leadership team and what they have achieved in the past was a major factor for me. The organisation has a strong technical capability where I felt I could bring my experience in building trusted customer relationships while continuing to learn in one of the fastest-moving areas of technology. The biggest pull was about becoming part of a business where expertise, service and long-term partnerships are valued and where I can make a difference
💫 What are the important factors to be aware of when working in sales?
People often think sales is about persuading someone to buy something. In reality, it’s about listening first. Understanding a customer’s challenges, asking the right questions and building trust are far more important than delivering the perfect sales pitch. Customers have access to more information than ever before, so they don’t need someone to simply feature dumping. They need someone who can help them make informed decisions in a timely manner.
Consistency, resilience and integrity are also critical, as not every opportunity results in a sale, but if you focus on adding value and doing the right thing, the relationships and results usually follow in my experience.
🔑 How do you foster collaboration between your department and others at Cybanetix?
Cybersecurity is very much a team sport. The best customer outcomes come from bringing together sales, technical specialists, service delivery and leadership early in the conversation. I always try to ensure everyone has a clear understanding of the customer’s objectives so we’re all working towards the same outcome. Open communication, sharing customer feedback and involving the right people at the right time helps create a much smoother experience for both the customer and the internal teams.
👏Can you share one of your favourite or most rewarding success stories?
Great question, I am fortunate enough to have a quite a few and they all vary. Seeing a customer place their trust in you, knowing they’ll come back for advice because they value your honesty and commitment, is incredibly satisfying. Another key one for me is gaining the respect of my peers which to me is priceless
🌎Where do you think Cybanetix is headed in the future, and what are you most excited about?
Cyber threats continue to evolve, and organisations are looking for partners who can provide more than just technology. They want expertise, guidance and confidence. I’m excited about Cybanetix’s opportunity to continue growing as a trusted cybersecurity partner by combining experienced people with modern technologies such as AI to deliver even better outcomes for customers. It’s an exciting industry because innovation never stands still, and neither do our customers’ needs.
👩🏫What advice would you give to aspiring leaders who are looking to follow a similar career path?
Stay curious and never stop learning. Technology changes incredibly quickly, but people and relationships remain at the centre of every successful career. Invest time in understanding your customers, your colleagues and your industry. Don’t be afraid to ask questions, seek feedback and take on challenges that push you outside your comfort zone. Some of the biggest career opportunities come from saying yes to experiences that help you grow, I did this when joining Cybanetix .Above all, build a reputation for being someone people trust. Skills can be learned, but trust is earned over time.
🌈What are you most proud of?
The moments I’m most proud of aren’t necessarily the biggest deals. One of the most rewarding experiences has been when you gain feedback on how you genuinely helped the individual and their respective business and this again isn’t necessarily from a sale. Technology will continue to evolve, but the opportunity to build strong relationships, solve meaningful problems and work alongside talented colleagues is what motivates me every day.
Dharmesh Vashi – Account Director
This interview was conducted and written by Emily Carter – Marketing Executive