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In this episode of The Route to Networking, Till Heinimann is joined by Michael Masal, Account Executive at Archer Integrated Risk Management. Having built a career spanning IT support, telecommunications, network engineering, cybersecurity and GRC before moving into technology sales, Michael shares how his technical background has shaped his customer-first approach to sales.

Michael reflects on his career journey, from earning his first opportunity through persistence and continuous learning to making the transition from engineering into sales. He discusses the realities of working in a target-driven environment, why understanding technology gives him a unique perspective with customers, and how solving problems, rather than simply selling products, has become the foundation of his success.

Throughout the conversation, Michael explores the importance of building trust, becoming a trusted advisor and developing the qualities that matter most in technology sales, including resilience, research and active listening. He also shares his thoughts on standing out in an increasingly competitive market, the growing role of AI, and why genuine relationships remain one of the biggest differentiators in the industry.

The episode closes with a quick-fire round covering career development, resilience, continuous learning and the advice Michael would give to anyone looking to build a successful career in technology and sales.

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