Martin Kallas
What do you do at OPSWAT?
My main responsibility is to support the sales team from a technical and a presale perspective.
I start off by presenting OPSWAT’s story and the solutions that we provide to potential clients. I focus on understanding their business and technical requirements in order to map out a tailored solution.
If interested, I provide the customer with a proof of value/concept activity, where I install the necessary components of our solution in the customer’s environment. This validates the effectiveness of our solution and provides a hands-on experience to the customer by showing the ease of use.
Finally, I work alongside the customer to provide him with the most optimal design that would cover all his requirements and hand it over to Sales so they can handle the commercials.
AGILE. I would say extremely agile. The world of cybersecurity is extremely fast-paced. New threats emerge on a daily basis, and we have to stay ahead of the curve by continuously monitoring trends. OPSWAT provides over 20 products, and each one has its own dedicated team constantly working on developing new features and adapting to customer needs. This requires us to stay updated on emerging threats while also learning about the new features and capabilities our solutions offer.
Your Time at OPSWAT
From a very young age, I had a strong desire to understand how things functioned. This curiosity grew stronger when I started using computers and navigating the science behind them. This is where I started learning more about coding, and later on offensive security.
At 17, I made the decision to pursue a Bachelor's degree in Computer and Communications Engineering at Notre Dame University – Louaize, Lebanon. There were countless career paths that this certification could lead to. However, I had an interesting conversation with my cousin, who was already established in the field. He highlighted the potential that the industry had.
I started looking for jobs in cybersecurity, andI remember during my first interview, after meeting with some of the people in the field and seeing what passion they have for their work, I had my final confirmation that this is a career path I wanted to pursue.
It takes 100 times more effort to build something than to destroy it. This applies to relationships, trust, reputation, and any other value in life. When I realized this, it changed my perception on how to deal with people and tense situations. Whether it’s life or work, we deal with people every day and I am a strong believer that connections are the base of everything we do. Sometimes a specific action can get us a win in the short term but would cost a lot more in the long run. This shift in perspective has shaped my character and contributed significantly to my career growth.
I would say definitely the people. SKO 2024 was my first ever Sales Kick-Off event, and I got to meet with some of the people that contribute to OPSWAT's success. I met people from all over the world with different backgrounds and traditions. Despite our differences, we're all working together to protect the world's critical infrastructure. That feeling of meeting new people, working towards a common goal, each in their own unique ways, provides me with a better self of wellbeing and motivates me to contribute more to OPSWAT’s success.
What I appreciate most about my direct team is the transparency we have in our communication. I am not only talking about my direct manager, but the whole collaboration between us and the salespeople, marketing, and channel in the region. We openly share information and ideas that help us grow together as a team. This transparency builds trust in what each one has to offer and builds chemistry that enhances our efficiency toward our goal. Furthermore, this allows me to have a general view of my performance, letting me know whether I’m doing a good job, or I might require some additional support from my colleagues.
The You Outside of Work
What keeps me motivated in life is the desire to make a positive impact. I believe that our time here on this planet is limited, and the impact that we make during that time is what defines us. I aspire to be remembered by the good accomplishments that I made, the people I influenced or the little actions that gave more hope to others.
In Saudi Arabia, my weekend falls on Friday and Saturday. It starts off on Thursday evening when my friends and I gather at someone's house. We all arrive at our own pace, catching up on how our work week was, each one has his own updates and experiences.
On Fridays, I usually start with a good brunch meal with my friends—eggs benedict is my favorite. Afterwards, I enjoy an afternoon coffee at my place and tackle some household chores. Friday nights are usually reserved for dining at a good restaurant. Occasionally, an outdoor activity like hiking, catching a sunset or going to an attraction site would be planned depending on the weather and who’s available.
Saturdays typically involve sports activities like basketball or paddle tennis, along with grocery shopping to prepare for the week ahead. The evening is spent at home, watching some TV, and resting for the upcoming work week.
When I was young, I was an introverted person. I used to always mind my own business and avoid people interactions. It was all about staying in my comfort zone. I preferred having a close circle of friends and found it difficult to introduce new people to my life.
After reaching a certain age, I became very self-aware of this shyness, so I pushed myself to go out, interact with strangers and talk to people, essentially going outside my comfort zone. The outcome today made me curious about meeting new people and making connections.
