Cybersecurity is often an industry that underpays in so many crucial roles. I talk to 100s of leaders within our industry, including at C-level, that just have the title, but no fair pay as per the market or the value they bring to the table, no resources or platform to hire, and no to little budget. All these are real challenges that many cyber leaders including CISOs face, even at times in F500 companies.
If you believe or feel you are being underpaid and undervalued, this one’s for you.
Does It Work?
Before, I go any further, you may wonder who am I to give negotiation tips. I am the one who went from hacker to CISO in 4 years, and at that level did not only negotiated to get paid at least a quarter million as a base, but got a seat at the C-level, built my team from 0 to ca. 27+ across EMEA, got awarded Top No. 3 CISO in EMEA, and more.
None of that happened just by chance. A lot of that was simply hard work. But hard work alone does not get you there.
I knew exactly what I needed to succeed as a CISO and in other leadership roles, and to move the needle forward for the organisation. I worked towards getting those things. Not through fear tactics. But through real negotiation strategies that are based on win-win.
If someone else loses face in your negotiations, I wouldn’t consider that as a win. All my strategies are based on win-win.
okay, so let's get going.
The truth is you are your best salary negotiator. Studies show that professionals who negotiate their salary increase their pay by an average of $5,000!
In this episode, I’ll share 9 proven steps to help you negotiate your salary with confidence and secure the pay you truly deserve.
You’ll Learn:
The mindset shift you need to negotiate successfully
How to research salary trends and set your target pay
The secret to communicating your value effectively
Some of the best proven negotiation strategies used by top professionals and more.
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The 9-Step Salary Negotiation Framework
A framework developed over two decades to you get paid your true worth. Here are the key highlights from the entire conversation:
Step 1: Get Out of Your Own Way
The first battle of negotiation happens in your own mind. Many people sabotage their own deals by focusing on their flaws or why they might not deserve a raise. That’s the number 1 mistake.
The Strategy: Recondition your internal dialogue. Before the meeting, list every reason why you deserve the role and the specific value you provide.
Step 2: Research the Market Thoroughly
You must understand the average salary ranges for your role, industry, and specific geographic location, accounting for recent inflation.
Give me six hours to chop down a tree, and I will spend the first four sharpening the axe.
Recommended Global Tools: Glassdoor, LinkedIn Salary, Indeed, PayScale, and Salary.com.
Regional Tools: SSB (Statistics Central Bureau) for Norway, Gehalt.de for Germany, Glassdoor for UK, etc
Step 3: Determine Your Direct Value & USP
Your leverage in a negotiation is the combination of your skills, experience, and your Unique Selling Point (USP).
The Goal: Define exactly how you will solve the company's problems and translate that into a justified figure. Your USP is what differentiates you from others, how you will get the results faster, better, more efficiently for the organisation.
Step 4: Determine Your Base Salary Range
Calculate a base range that excludes bonuses or perks. I suggest a three-tier self-assessment based on market averages.
Example: If a role's market range is $100k–$200k (Average $150k):
Average Value: Target $150k.
Good Value: Target $175k.
Great Value: Target $200k.
Step 5: Determine Your Minimum Acceptable Package (MAP)
Your MAP is your absolute floor. It is the combination of your minimum base salary plus essential non-negotiables like flexibility and health insurance.
Mindset: Do not budge on your MAP. There is no such thing as "only one dream company"; if one won't meet your minimum, another will. If you are a bit patient, then time will be on your side.
Step 6: Have Plans A, B, and C Ready
Anticipate objections and stay emotionally steady. If the company cannot meet your base salary, look at the "Total Rewards" package.
Alternative Perks: Consider asking for company shares/equity, 100% remote work, or additional travel benefits, insurance coverages, especially personal liability if you are in a CISO role.
Step 7: Ask First but Remain Transparent
Ideally, you should ask the employer for the range first. If they refuse and insist you name a number, state your MAP plus bonus while explicitly mentioning that you are "flexible" to keep the conversation moving.
Step 8: Don’t Rush the Process
Never feel forced to accept an offer on the spot. It is standard to take one to three (up to five) working days to "sleep on it".
Red Flag: If a company pressures you for an immediate answer, consider it a warning sign about their culture. Most companies take weeks to get back to you. You can definitely take a couple of days to sleep on your decision.
Step 9: Be Ready to Walk Away
Confidence comes from the willingness to say no. If the offer fails to meet the "quantity and quality" of your MAP, be prepared to walk away. This may sound cheesy, but I have learned that rejection is often the universe's way of protecting you, especially from a role that doesn't value your worth.
👇 Check out the full podcast audio/video on 9 Steps to Negotiate Your Worth…
Remember, you don’t get what you deserve. You get what you negotiate.
Until next time, this is Monica, signing off!
— Monica Verma
P.S. Please follow me/subscribe on Youtube, Linkedin, Spotify and Apple. It truly helps. Or book a 1-1 advisory call, if I can help you.
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