Discovery > Demo: The Cyber Pre-Sales Playbook (CISSP + Army Intel Vet)

In this episode of The Coffee Chat Podcast , Diondria sits down with cybersecurity expert and Solutions Consultant Shanikqua Burks—an Army Intelligence veteran, CISSP-certified professional, and founder of Pre-Sales Advancement and Training Hood (PATH). With over 18 years of experience in federal cybersecurity and enterprise technology, Shanikqua breaks down what it really takes to succeed in cyber and pre-sales—from translating complex security concepts for executives to building trust that actually closes deals.

This conversation is for the builders, the protectors, and anyone navigating the intersection of risk, technology, and business impact. Whether you're trying to break into cybersecurity, pivot into pre-sales, or level up your career, this episode is a masterclass in strategy, mindset, and long-term growth. 🔗 Connect with Shanikqua LinkedIn: Shanikqua Burks Instagram / Threads: @SBsellsTech P.A.T.H: 🚀 Call to Action If this episode helped you, share it with someone trying to break into tech, cybersecurity, or pre-sales.

Don’t forget to: Subscribe Leave a review Follow for more conversations ⏱️ Timestamps 00:00 – Intro 01:00 – Shanikqua’s journey into cybersecurity 03:00 – What federal cybersecurity looked like then vs now 07:00 – What Zero Trust actually means 11:30 – Simplifying cybersecurity for executives 13:00 – The challenge of selling in federal markets 14:00 – What a Solutions Consultant actually does 17:00 – What separates top SEs from average 20:00 – From $150K to $250K: what changes 22:00 – Discovery vs Demo (key moment) 29:00 – Building PATH and mentoring others 32:00 – Confidence and navigating imposter syndrome 34:00 – Mindset shifts for career growth 37:00 – When to pivot roles 38:00 – Building your personal brand 40:00 – Breaking into pre-sales and cyber 43:00 – Lightning round 45:00 – Final advice