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Landing a CSO Job

Why recruiters are your friends (and other secrets to landing a new CSO job)

While it's nice to think that you might find your next job in the Sunday classifieds, that's not how the world works. Typically a company looking for a new executive will either promote a promising up-and-comer within the organization, or use an executive search agency to find someone outside the company. In the first scenario, there isn't a whole lot you can do, so as New Yawkers say, "Fuhgetaboutit!" However, if jobs are being filled by an executive search firm (affectionately known as a headhunter), then it helps to know how the business works.

There are two basic types of recruiters: those who work on contingency and those who are retained. Working on contingency means that the search agency is competing with other agencies to fill a position. They are essentially bounty hunters who get paid only if they find the person whom the company hires. A retained search, on the other hand, means that the recruiter has an exclusive contract to fill the position. Typically, retained search firms guarantee that they will find three to five qualified candidates within a certain amount of time, usually three months. The recruiter gets paid whether or not the company hires one of these candidates.

Knowing all this, how do you get on the radar screen of top recruiters? Let's play a mental sleuth game by tailing a hypothetical recruiter who has been given the assignment of finding a CSO for a Fortune 500 company.

Companies looking for a new CSO usually want someone with experience in their vertical industry. The recruiter will begin by calling some of the CSOs within that industryâ¬typically, CSOs at the largest and most respected companies in the business. The recruiter will describe the position and possible compensation and ask if the CSO is interested in exploring the opportunity further. If not, the recruiter will ask that CSO if there is anyone he would recommend. Clue number one: If you know any CSOs in your industry, it helps if they know that you are interested in finding a new job. You can get to know other CSOs by attending professional meetings and conferences.

The next thing our hypothetical recruiter will do is see who has been invited to speak at major security conferences. The assumption here is that these folks are well-respected and well-connected, regardless of their industry. If recruiters see a name that crops up time and again, then they'll call that person. Clue number two: Try to get invited as a speaker at security conferences. You'll also find that public speaking has a way of sharpening your mind and the message you want to convey.