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Influence Across More Business Units as an Account Executive

$199.00
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A tailored course, built for your situation

Influence Across More Business Units as an Account Executive

Leverage NIST SSDF and OWASP to expand your customer impact and own cross-functional deal strategies

$199 one-time
24-hour access provisioning 30-day money-back guarantee Hand-built implementation playbook
12 modules. 12 chapters per module. 144 chapters total.
12 modules, each with 12 chapters (144 chapters total), text-based, plus downloadable templates and a hand-built implementation playbook delivered alongside course access.
Struggling to break into security-led procurement cycles?

The situation this course is for

Sales professionals often get gatekept out of high-velocity enterprise deals because they lack structured fluency in security frameworks that security teams use to evaluate vendors. Without that, you're sidelined in technical reviews, even when your product fits.

Who this is for

Senior Account Executives selling into regulated or security-sensitive industries who need to influence beyond procurement and into technical evaluation panels.

Who this is not for

Entry-level SDRs, customer support reps, or anyone not directly owning enterprise sales cycles with technical evaluation stages.

What you walk away with

  • Own the narrative in security-led procurement reviews using NIST SSDF alignment
  • Map customer onboarding workflows to OWASP risk priorities for faster adoption
  • Lead cross-functional consensus in multi-team buying committees
  • Position Atlassian solutions as compliant-ready using verifiable implementation benchmarks
  • Accelerate deal velocity in regulated sectors by pre-empting security review bottlenecks

The 12 modules (with all 144 chapters)

Module 1. Aligning Sales Cycle Timelines with NIST SSDF Milestones
Learn how to sync your deal rhythm with the buyer's security review calendar using NIST SSDF phase definitions as timeline anchors.
12 chapters in this module
  1. Mapping Q2 procurement cycles to NIST SSDF Prepare phase
  2. Identifying security gatekeepers early
  3. Timing demos to architecture review windows
  4. Aligning renewal talks with SSDF implementation audits
  5. Using SSDF documentation requirements as proof points
  6. Anticipating sign-off delays from compliance teams
  7. Leveraging security team timelines to control deal pace
  8. Building internal advocates in security teams
  9. Translating SSDF language for non-technical buyers
  10. Securing early access to security questionnaires
  11. Documenting compliance posture ahead of review
  12. Reducing back-and-forth with pre-submitted artifacts
Module 2. OWASP Risk Prioritization in Customer Onboarding
Integrate OWASP Top 10 risk categories into customer onboarding timelines to accelerate time-to-value and reduce technical objections.
12 chapters in this module
  1. Mapping OWASP Injections to onboarding workflows
  2. Identifying high-risk user groups early
  3. Prioritizing secure configuration templates
  4. Reducing friction in authentication setup
  5. Addressing broken access controls before go-live
  6. Pre-empting security team pushback on defaults
  7. Documenting OWASP alignment for internal audits
  8. Training customer admins on secure defaults
  9. Using OWASP severity tiers to justify upgrades
  10. Linking remediation timelines to SLA agreements
  11. Creating fast-response protocols for OWASP issues
  12. Building trust through proactive risk disclosure
Module 3. Building Cross-Team Consensus in Security-Led Deals
Master strategies to align procurement, security, legal, and engineering teams around a shared timeline and minimum viable compliance standard.
12 chapters in this module
  1. Identifying key stakeholders in multi-team deals
  2. Mapping decision rights across departments
  3. Creating unified compliance metrics
  4. Running joint kickoffs with security teams
  5. Establishing shared definitions of done
  6. Reducing rework from misaligned expectations
  7. Facilitating consensus on risk thresholds
  8. Driving agreement on acceptable delay trade-offs
  9. Documenting cross-team agreements formally
  10. Escalating only when consensus breaks
  11. Building reputation as a deal unifier
  12. Tracking adoption across business units
Module 4. Leveraging NIST SSDF Documentation for Sales Enablement
Turn security framework documentation into persuasive sales collateral that pre-empts technical objections and speeds evaluation.
12 chapters in this module
  1. Extracting customer-ready summaries from NIST SSDF docs
  2. Creating compliance timelines for procurement
  3. Highlighting secure development practices
  4. Using audit checklists as trust signals
  5. Customizing documentation per buyer industry
  6. Reducing review cycles with pre-submitted reports
  7. Integrating SSDF evidence into pitch decks
  8. Training CSMs on security narrative delivery
  9. Aligning support teams with compliance posture
  10. Updating materials quarterly with new standards
  11. Tracking which assets reduce buyer friction
  12. Building institutional memory across renewals
Module 5. OWASP Integration in Customer Success Workflows
Embed OWASP risk mitigation steps into onboarding and success plans to reduce churn and increase expansion potential.
12 chapters in this module
  1. Scanning for OWASP risks in onboarding templates
  2. Setting up automated security reminders
  3. Training CSMs on OWASP basics
  4. Creating risk-awareness checklists
  5. Integrating secure defaults into setup scripts
  6. Measuring risk reduction as success metric
  7. Using OWASP scores in QBRs
  8. Identifying expansion opportunities from risk gaps
  9. Linking remediation to upsell paths
  10. Reducing incident response time
  11. Building security-first reputation
  12. Driving renewals through risk posture improvement
Module 6. Scaling Security Fluency Across Regional Teams
Replicate security-savvy sales practices across regions using standardized training, templates, and feedback loops.
12 chapters in this module
  1. Auditing regional team security knowledge
  2. Creating localized compliance playbooks
  3. Training regional reps on NIST SSDF basics
  4. Adapting messaging for regional regulators
  5. Running global security readiness drills
  6. Sharing best practices across time zones
  7. Standardizing security objection responses
  8. Tracking regional compliance maturity
  9. Rewarding cross-regional collaboration
  10. Identifying regional champions
  11. Reducing duplication through shared assets
  12. Scaling wins from one market to others
Module 7. Positioning Solutions in SOC 2 and ISO 27001 Contexts
Differentiate offerings in audits and certifications by aligning with control frameworks commonly used in buyer environments.
12 chapters in this module
  1. Mapping features to SOC 2 trust principles
  2. Aligning with ISO 27001 A.12 controls
  3. Documenting control implementation
  4. Training reps on compliance terminology
  5. Creating audit-ready customer reports
  6. Reducing time to compliance sign-off
  7. Positioning during ISO certification cycles
  8. Leveraging compliance timing for upsells
  9. Integrating with customer evidence collection
  10. Building trust through transparency
  11. Using compliance as competitive leverage
  12. Maintaining alignment post-certification
Module 8. Running Technical Discovery Calls with Security Teams
Lead discovery calls that surface security requirements early and position your solution as compliant by design.
12 chapters in this module
  1. Asking about NIST SSDF implementation status
  2. Identifying OWASP risk tolerance levels
  3. Uncovering security team priorities
  4. Listening for compliance drivers
  5. Positioning secure defaults as differentiators
  6. Building rapport with security engineers
  7. Avoiding technical overreach
  8. Documenting findings for internal teams
  9. Translating security feedback to product teams
  10. Adjusting proposals based on input
  11. Creating joint action plans
  12. Setting expectations for follow-up
Module 9. Building Repeatable Security Alignment Playbooks
Create reusable workflows that ensure every deal advances security alignment without custom effort each time.
12 chapters in this module
  1. Identifying common security objections
  2. Creating templated responses
  3. Building standardized evidence packets
  4. Automating compliance reporting
  5. Updating playbooks quarterly
  6. Training new hires on security fluency
  7. Tracking playbook effectiveness
  8. Reducing time to first review
  9. Scaling across product lines
  10. Integrating with CRM workflows
  11. Measuring impact on win rates
  12. Sharing wins across teams
Module 10. Accelerating Deals in Regulated Industries
Navigate financial services, healthcare, and public sector sales cycles with confidence using proven security framework alignment.
12 chapters in this module
  1. Understanding regulated buyer risk thresholds
  2. Aligning with industry-specific mandates
  3. Positioning in healthcare security reviews
  4. Meeting financial sector SSDF expectations
  5. Adapting to government compliance cycles
  6. Creating jurisdiction-aware messaging
  7. Reducing friction in audit-heavy deals
  8. Building trust through compliance proof
  9. Shortening procurement timelines
  10. Expanding into new regulated sectors
  11. Tracking regulatory change impacts
  12. Maintaining agility across markets
Module 11. Creating Security-First Sales Culture
Foster a team-wide approach to security fluency that compounds influence across deals and regions.
12 chapters in this module
  1. Leading by example in customer calls
  2. Recognizing security-savvy reps
  3. Sharing win stories from complex deals
  4. Creating internal security champions
  5. Running quarterly security readiness drills
  6. Integrating security KPIs into reviews
  7. Rewarding cross-functional collaboration
  8. Measuring team security fluency growth
  9. Reducing escalations to technical teams
  10. Building reputation as security-aware team
  11. Scaling best practices enterprise-wide
  12. Driving org-wide compliance confidence
Module 12. Owning the Post-Sales Security Narrative
Continue influence after signature by leading security reviews, audits, and compliance upgrades with confidence.
12 chapters in this module
  1. Leading first security review meeting
  2. Presenting compliance posture updates
  3. Answering auditor questions confidently
  4. Coaching customers on evidence collection
  5. Identifying expansion opportunities
  6. Reducing audit prep time
  7. Building trust with compliance officers
  8. Creating audit success case studies
  9. Driving upsells through compliance gaps
  10. Maintaining momentum post-deal
  11. Tracking long-term security posture
  12. Becoming the go-to advisor

How this maps to your situation

  • Leading technical procurement reviews
  • Onboarding customers with strict security requirements
  • Expanding into new regions with varying compliance expectations
  • Renewing contracts with security teams involved

Before vs. after

Before
Deals stall in technical reviews, security teams push back, and influence is limited to procurement discussions.
After
You lead security reviews, shape compliance narratives, and expand influence across regions and business units.

What's included with your purchase

  • 12 modules with 12 chapters each (144 chapters)
  • Downloadable templates and worked examples for every module
  • Hand-built implementation playbook delivered alongside course access
  • 30-day money-back guarantee

Delivery and format

  • Course and learning environment access provisioned within 24 hours of purchase
  • Hand-built implementation playbook delivered alongside course access

Format: Text-based modules and chapters in the Art of Service learning environment, plus downloadable templates and worked examples for every chapter, plus the hand-built implementation playbook delivered alongside course access.

Time investment: Approximately 3 hours per module, designed for integration into real deal cycles, apply each concept immediately.

If nothing changes
Without structured fluency in NIST SSDF and OWASP, you’ll remain excluded from high-impact, security-led deals that define enterprise growth, missing revenue, visibility, and career momentum as peers who speak the language of security gain advantage.

How this compares to the alternatives

Generic sales training misses technical fluency. Public webinars lack repeatability. Internal enablement is inconsistent. This course delivers targeted, framework-specific playbooks that compound across deals and regions.

Frequently asked

Is this course technical enough for security teams?
Yes. It’s designed for sales leaders who need to earn credibility in technical reviews without becoming engineers.
How is the course structured?
12 modules, each containing 12 chapters (144 chapters total).
Can I share this with my team?
Each enrollment is individual. Team licensing is available upon request.
$199 one-time. Approximately 3 hours per module, designed for integration into real deal cycles, apply each concept immediately..

Within 24 hours your account in the learning environment is provisioned and the tailored implementation playbook is delivered alongside it.

30-day money-back guarantee· 144 chapters· Hand-built playbook included· Account access within 24 hours
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