Kevin T Lam

Enterprise Account Executive · Cybersecurity Sales · FIDO Alliance

Cisco Live Speaker

$140M+

ARR Closed

110–140%

Quota Attainment

10+

Years Enterprise Sales

Bios

Speaker Bios

Kevin Lam is an enterprise AE with $140M+ ARR in cybersecurity and IAM. FIDO Alliance member. Cisco Live 2026 speaker. 10 years closing $1M–$3M deals in healthcare, government, and defense.

Topics

What I Speak About

FIDO2 / Passkeys

The Procurement Reality of FIDO2 in Regulated Verticals

Healthcare and government CISOs face unique procurement friction when evaluating passwordless authentication. This session dissects the buying committee dynamics, compliance gatekeepers (FedRAMP, HIPAA, CMMC), and commercial objections that stall FIDO2 deployments — and provides a repeatable playbook for accelerating them. Attendees leave with a stakeholder map and three objection-handling frameworks drawn from live enterprise deals.

Talk · 30–45 min

Zero Trust

Selling Zero Trust to a 6-Stakeholder Committee

Zero Trust is simultaneously a technical architecture, a compliance posture, and a budget conversation. Most deals stall because security, IT, legal, procurement, finance, and the C-suite all have different definitions of "done." This talk covers the deal-room playbook for aligning all six stakeholders in a single sales motion — with real examples from $1M–$3M cybersecurity transactions in healthcare and defense.

Talk · 45–60 min

Non-Human Identity

Non-Human Identity: The AE's Perspective

Non-human identities — service accounts, API keys, machine tokens — are the fastest-growing attack surface in the enterprise, yet most buyers do not have a budget line for them. This talk covers how enterprise AEs and security practitioners can educate buyers on NHI risk, map it to existing IAM investments, and unlock expansion revenue without waiting for a new budget cycle. Drawn from real accounts where NHI became a $500K+ expansion motion.

Talk · 30–45 min

Enterprise Sales

Multi-Threading Enterprise Deals: A Workshop

Single-threaded deals die. This hands-on workshop for enterprise sales teams walks participants through mapping their active opportunities, identifying single-threaded risk, and building a multi-stakeholder engagement plan using real deal structures from $1M–$3M cybersecurity sales. Participants bring one live opportunity and leave with a completed stakeholder map, a champion-building script, and an executive access strategy they can use in their next call.

Workshop · 60–90 min

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