How to Create Deep Partnerships with Technical Teams: Sales Engineering Lessons Learned
Samantha Pearlstein
BSides NYC 2025 (0x05) · Day 1 · Entrepreneur
In this insightful talk, Samantha Pearlstein, Founding Sales Engineer at Escape, addresses a pervasive challenge in the cybersecurity industry: the often-strained relationship between security teams and the vendors attempting to solve their problems. Pearlstein candidly acknowledges the prevalent "vendor sigh" – the weariness and skepticism security professionals often feel when yet another vendor calls, laden with promises that may or may not materialize. Her mission is to transform these transactional interactions into "deep partnerships" that are not merely beneficial but "magical," enabling security teams to enhance efficiency and secure systems faster.
AI review
A vendor SE from a DAST startup giving a BSides talk on how to be a better sales engineering partner. This isn't security research, it's a sales methodology seminar with 'cybersecurity' branding. The content is competent in its lane, but that lane doesn't belong at a security conference.