TCM Security Academy (The Cyber Mentor)

Josh Mason | Real Folks of Cyber | DITL

The episode launches the "Real Folks of Cyber" series with a conversation between Megan, senior product manager at TCM Security, and Josh Mason, a former Air Force pilot now serving as a solutions architect at Synack. Mason recounts his unconventional path—from military aviation to teaching cyber courses, then moving into sales engineering—highlighting how his diverse background shapes his current role. Mason explains that a solutions architect acts as the technical translator on a sales team, marrying client pain points with appropriate security offerings. He describes recent projects leveraging AI tools like Enterprise Gemini and Claude to automate lead generation and messaging, and how OSINT research fuels both reconnaissance for pen‑testing and targeted sales outreach. His day blends technical demos, client calls, and building internal web apps to streamline the sales pipeline. A memorable moment comes when Mason details a meeting with a CISO from a cabinet‑level agency, illustrating the high‑stakes nature of his work. He also emphasizes the universal value of human networking, citing books such as "How to Win Friends and Influence People" and real‑world examples of translating technical concepts for non‑technical stakeholders. His anecdotes about the office dog Scout and frequent conference interactions add a personal touch. The discussion underscores the growing importance of hybrid roles that combine deep technical knowledge with sales acumen, especially as AI and automation reshape cybersecurity workflows. For professionals, mastering both the technology and the interpersonal skills needed to convey value is becoming essential for career advancement and for delivering measurable security ROI to clients.