Focusing on Customer Success in Cybersecurity

Gilad Shriki, Senior Director, Customer Success, Demisto

One of my favorite things about working in cybersecurity is that it’s the battle of good versus evil. It’s not something you always have within other technology-based businesses. But working in cybersecurity, there’s a strong sense of purpose and knowledge that I’m fighting for good. 

Leading Customer Success

I started my cybersecurity career in the Israeli Defense Forces, where I led a team of developers. I moved into systems engineering and product management for a telecommunications firm, followed by about four years doing database security before coming to work for Demisto, as the Director of Customer Success. Soon after joining, Palo Alto Networks acquired Demisto, giving me the opportunity to expand my role and develop new technologies. 

Customer Success helps with all customers’ activities after they’ve purchased our products — from onboarding to integration, technical support, ongoing engagement with our team, and even program management. Within the Customer Success team, it’s our goal to ensure that customers continue using our products as successfully as possible, ultimately keeping their environments protected and up to date.

Dynamic Days, Dynamic Company

Cybersecurity is an ever-changing ecosystem, and I think it’s one of the most interesting and dynamic fields out there. It challenges you to constantly learn, staying ahead of the newest threats and technological evolutions. 

If you want to work in this industry, you have to be someone who questions what we often take for granted. You need to be thinking about how someone could maliciously use data. I don’t believe there is such a thing as too much defense or protection, and it’s something we take to heart in this industry. 

As part of working with a vendor like Palo Alto Networks, it’s our job to constantly be innovating. Our job isn’t one of maintenance, it’s improving the products to serve our customers, and challenging the status quo. It means it takes someone who doesn’t like to sit still, seeks new challenges before they arise, and think critically, and quickly, to shape the future of our products. 

When people ask me what my average workday looks like, I tell them that there isn’t one. It’s so dynamic that every day brings something different and new. I’m leading a large team of people, all of whom bring unique attributes to their work. I’m always thinking about what services we can offer to customers, growing the team, and planning what we want to do in the future. I also enjoy a high level of interaction with customers, and every interaction is different. I never know how my day is going to look; it’s always changing, but that’s what makes this job amazing. 

In my newest role as senior director, I try to be the kind of leader who empowers the team, someone who trusts and gives support to those I work with. I think a good manager needs to identify people’s strengths and weaknesses and assign them responsibilities accordingly. You never want to put people in the position of constantly struggling to perform tasks that don’t suit their strengths — that just sets them up to fail. I try to make sure we identify those weaknesses in order to either help the person develop that as a strength or move into areas where they excel. I don’t like to micromanage. In the military, I learned that a good boss never needs to put his foot down on a decision. Instead, I give the team a lot of space to lead or follow as they see fit, and I am there to offer guidance. 

I love that Palo Alto Networks offers its employees the freedom to learn and grow. It’s a very casual, approachable environment that encourages innovation across the board. It’s truly a company that understands that people are the most important assets it has.