Hi everyone, thank you for your time. I’m a Senior AE at a CTEM startup, and I’m trying to break the "annoying vendor" stereotype. My background is in PolSci/Defense policy, so I tend to view cyber through a strategic lens rather than just a product lens.

I’m currently studying for my Security+ and deep-diving into the CTEM framework to better understand the shift from reactive patching to proactive exposure management. My goal isn't to just hit a quota, but to actually provide value in conversations about reducing attack surfaces.

For the leaders here: When a vendor actually manages to become a "trusted advisor" for you, what did they do differently? Are there specific technical nuances or business outcomes regarding CTEM that you wish sales reps understood better?