Tony Quadros, the AppSec Lumberjack, shares the unique career path that led him to find his passion in Application Security. The discussion delves into the work of an AppSec vendor, with Tony explaining his role and the responsibilities it entails. He emphasizes the importance of understanding the needs and environment of the customer, and whether the product he represents can fulfill their requirements. Tony also shares his philosophy of sales, centered around solving problems and providing business value.

Tony reveals the challenges salespeople face in the cybersecurity industry, particularly the pressure to meet quotas and the need for good company culture. Chris, Robert, and Tony highlight the importance of setting realistic expectations at the executive level to avoid putting undue pressure on customers and prospects.

In addition, the conversation touches on the importance of sales leadership in setting processes and creating a positive company culture. Sales leaders need to educate themselves about their products and market segment. Tony stresses they should provide value to customers through their conversations.

He also talks about becoming involved with OWASP Maine and encourages community involvement for all members of the AppSec community.

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