What do you do if your value and worth are questioned during an Information Security salary negotiation?

Frankly, while I value certifications, the fact is that you have to understand what the business finds valuable and not what a LinkedIn article says is valuable. You need to understand if you are really providing value back to the business in the way they want to see that value. Listen...dont be offended.

If my value and worth are being questioned, I would walk away. There's a thousand other places where those questions don't need to be asked, and one of them is where I would prefer to be. I refuse to justify myself. If my value isn't self-evident, then why am I here?

Also, be realistic. Know the market. Some come into thinking the market is desperate and thus over value their experience and skill set.

There are a spectrum of concerns, not that everyone should have the same. So to listen is excellent advice. They are looking for something or someone, they may not know its you. But before you define yourself as the person who can help them, its probably good to know what they need help with and their concerns, which should reflect in their questions and their business. And before you enter the room, you should at the very least know what their business is. Although going in blind may be a good sign, as far as they have identified you as the person they would like to know more about. Finding out what you are worth, is about finding out more about you and your capacity, your knowledge, its going to be a two way street but opportunity is.

Understanding your value is paramount in any negotiation, especially when it comes to your salary. Take the time to research market rates for Information Security professionals with your level of experience and qualifications. Highlighting certifications like CISSP or CISM not only showcases your dedication but also adds tangible value to your role. Additionally, sharing insights into successful projects and specific security challenges you've navigated demonstrates your expertise and contributions. Ultimately, your aim is to present a clear and compelling picture of your comprehensive skill set and the direct benefits it brings to the organization.

Having an “impact-oriented” resume can provide supporting materials. Evaluate every bullet point on your resume for impact. Don’t limit your analysis direct monetary impact. Consider indirect things like improved efficiencies, labor cost avoidance, customer retention or satisfaction, to name a few.

I turn the question around. I ask them what the think the appropriate price/compensation should be for someone in this job in their outfit. I have come around to conclude that salary scale is a very good indicator of the company's real view of the value of infosec. Assess their pricing model against the geographic region, what they are really asking for (not the wish list on the job description), and that particular industry. Also, assess how constrained they are by HR rules.

When stepping into a salary negotiation, being armed with tangible evidence of your contributions is paramount. Bring documentation showcasing successful projects, commendations, or metrics highlighting your impact on the company's security posture. If you've implemented new security measures that have demonstrably reduced risk or costs, ensure you have the data on hand. Quantifying your achievements not only solidifies your value but also underscores your competency in the field and your understanding of its business implications. This approach leaves little room for doubt regarding your worth and strengthens your negotiating stance.

Acting professionally is always the right approach. Be confident in yourself, value and business impact. Ensure your resume reflects the value added to previous organizations and projects delivered highlighting the ROI

It's important to remain professional and confident throughout the negotiation process. If your value is questioned, avoid becoming defensive or emotional. Instead, calmly and assertively make your case for why you deserve the salary you're asking for.

Maintaining professionalism during a salary negotiation is crucial for a successful outcome. If your worth is questioned, it's important to resist reacting emotionally and instead address any concerns calmly and factually. Provide evidence of your performance and contributions to the company, highlighting specific achievements and successes. Use this as an opportunity to discuss your career aspirations and how they align with the company's goals, demonstrating your commitment to its success. Emphasize that your request for a higher salary is based on the value you bring to the organization and your desire to continue making significant contributions, rather than solely personal gain.

First, know your worth and the industry standard. Have evidence on hand of your successful projects, cost-savings or ROI, and the impact you have had with the people you worked alongside. Look to highlight the differentiators you bring to the position outside of just knowledge and experience. If the offer is too low, it is not for you!

Focus the discussion on the unique skills and expertise you bring that will enable key business outcomes, not just education and certifications. Demonstrate how you are an excellent fit for the role based on your company research. Be reasonable but clear about your needs to feel valued and fairly compensated based on market rates. When negotiating, be flexible and have counteroffers ready for your requests, considering flexibility in salary, bonuses, training, and work location as requests must be feasible for the company to grant. If no satisfactory agreement is possible, be willing to walk away. Trust your gut.

Salary negotiations are indeed a two-way street, and approaching them with fairness is essential. If your initial salary request is met with resistance, be prepared to negotiate and explore alternative options. This could involve being flexible on the base salary if there are opportunities for performance bonuses, additional benefits, or professional development allowances. However, it's also important to be clear about your needs and expectations regarding compensation, ensuring that you feel valued and fairly compensated for your skills and experience. By engaging in open and constructive dialogue, both parties can work towards a mutually beneficial agreement that acknowledges your contributions while aligning with the company's budget.

Having a plan B before entering a salary negotiation is a smart approach. If the discussion doesn't go as hoped and the employer is unable to meet your salary expectations, it's important to consider alternative forms of compensation or career development opportunities that could be acceptable. This might include negotiating for remote work options, additional vacation time, or a clear path for advancement within the company. By having alternatives in mind, you can remain flexible and open to finding a mutually beneficial solution, even if the initial salary offer isn't what you expected. Being prepared to explore different options demonstrates your willingness to collaborate and find common ground.

After the negotiation, it's important to take time to reflect on the offer and how it aligns with your career goals and personal needs. If you feel that your worth is still not being adequately recognized, it may be time to consider exploring new opportunities where your skills and experience are more highly valued. On the other hand, if the negotiation leads to a satisfactory offer, it can reaffirm your value within the organization and set a positive tone for your future there. Ultimately, the decision should support your professional growth and financial well-being. By carefully considering your options and prioritizing your own needs and aspirations, you can make a decision that aligns with your long-term career objectives.

They say you cant buy experience. It is still a competitive advantage, while along the way, we have been associated with problematic projects but for as long as we have carefully managed the situation and recovered, and learned from those, it should make us a better person. In an interview, listen to what the person is saying and ask for objective evidence. Indeed it is not appropriate to judge a person from hearsay. As the interviewee, you should carefully play your defense and focus on what you did well.

I’ll be 50 in May. I’ve been doing Information Security since before it had a cool title (early 90’s). I have handled InfoSec in the Military, Education, and Private sectors. I’ve taught many of the industry standard certifications I hold. I worked for big companies (AOL Time Warner, Charter, Level 3, Sprint). I’ve worked for small companies. The fact is, what matters to a company is NOT your skill set, but the bottom line. I know this because I have worked places that passed me over for a promotion to offer the job to someone that stated they have no information security experience in their interview. This is just one example. You will either do what a company wants on their terms, or they’ll higher a college grad with no experience.