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Advanced Security Sales
Proficiency Training

Open Horizons Summit
Berlin, 6-8 June 2018

Security Sales Proficiency – 20182019-04-09T14:34:04+02:00

Advanced Security Sales Proficiency Training

Join us to build a foundation of security sales skills that will enable you to connect with customers, position and sell Micro Focus Security solutions today!

Security Sales Proficiency enables sellers to effectively discover, qualify and propose Security Monitoring (ArcSight), Application Security, Data Security and Identity Management solutions. This workshop builds on required prework and develops foundational skills that promote a deep understanding of customers security challenges, the threat landscape and compliance needs. Instructors review product overviews, success stories and sales strategies when working with customers to effectively qualify customers and  deliver the Micro Focus Security solution.

This workshop centers on a case study approach to promote active learning and application of the portfolio.  Participants are challenged meeting multiple buyer roles through each stage of the sales cycle while learning in an environment of coaching and support.  This course includes foundational selling skills to help participants effectively present, ask good questions, handle tough objections, and close deals in cyber security.

The instructors are industry experts who have experience in Cyber Defense, Security Solution Selling and the Cyber Security industry.  We encourage participants to bring real customer use cases for review and analysis.   Join us to build a foundation of security sales skills that will enable you to connect with customers, position and sell Micro Focus Security solutions today!


All Micro Focus security solutions sales professionals including channel sales, alliances and distributors.

This course may benefit customer-facing pre-sales professionals helping to position solutions, but will not include technical training. For technical training and demos see Hot-Labs tracks.

Partners interested in selling Micro Focus Security solutions please check with your regional partner enablement specialist for more information how this program may qualify partners.

Agenda and Presenters

Philippe Jouvellier

CISSP, Security Operations Center specialist

Philippe Jouvellier is a Security Operations Center specialist with over 15 years experience designing and building SOC capabilities across Europe. He has experience supporting customers with cyber defense technologies including SIEM, networks and IDS/IPS. He also has a specialty in delivering real time reporting and specific technical requirements for services organizations across Europe and the US. He is based in France.

Ron LaPedis


Ron LaPedis has more than 25 years of information security & business continuity experience. He has lead or participated in the design of dozens of business continuity plans and secure networks for financial and healthcare institutions around the world. Ron is also a Distinguished Fellow of the Ponemon Institute and is a first responder with the Silicon Valley’s San Mateo County Sheriff’s volunteer communications unit.

Simon Puleo

Certified Ethical Hacker

Simon Puleo, is a Certified Ethical Hacker, an educator/trainer by day, and a security researcher at night. In his role as a Global Enablement Specialist at Micro Focus he educates employees and customers on identity powered security with an emphasis in access control including multi-factor authentication. Previous to Micro Focus, he was with HPE Enterprise Security enabling global sales in application security, encryption key management and SIEM. Simon is actively engaged in researching the cyber-threat landscape and sharing his knowledge in seminars and articles


Ritz Carlton
Potsdamer Platz 3
10785 Berlin, Germany

The Advanced Security Sales Proficiency Training and the Open Horizons Summit are based at the Berlin Marriott & Ritz Carlton hotels situated in the beating heart of Berlin only steps away from the famous Potsdamer Platz. This location, where traditions and innovations achieve artful balance, will become the backdrop for all the different sessions, keynotes and activities.

Luxurious guest rooms are available at the Marriott complemented by alternative hotels with standards to match your individual needs and budgets. More Information can be found here.

The Advanced Security Sales Proficiency Training will be located at the Ritz Carlton.

Register now!


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