A cybersecurity degree can transform how professionals understand technology, risk, and industry conversations.
Many working professionals consider returning to school but hesitate because of work, family, and career commitments.
In this episode of the UMBC Mic’d Up Podcast, host Dennise Cardona, M.A. ’23, speaks with Jeff Burnett, M.S. ’25, a cybersecurity sales professional who earned his cybersecurity degree while working full time. Jeff explains how cybersecurity education strengthened his industry knowledge, improved client conversations, and expanded his perspective on the rapidly evolving cybersecurity landscape.
Watch the full episode on YouTube!
Expanding a Cybersecurity Career Through Education
Dennise:
Before we talk about the program, tell us about your background and what led you into cybersecurity.
Jeff:
I spent many years in software sales and always felt interested in the security side of technology. After working with several startups, I joined a company called Optiv, a reseller of cybersecurity technologies.
That role exposed me deeply to cybersecurity. However, I realized I needed more than sales knowledge. If I wanted meaningful conversations with CISOs and security leaders, I needed stronger technical understanding.
I did not want to be the salesperson who simply pushes products. I wanted to understand how cybersecurity technology actually works.
Why Cybersecurity Knowledge Matters for Sales Professionals
Jeff:
I came to the cybersecurity program from a different background than most students. I studied history and later earned an MBA, so I lacked formal technical training.
The cybersecurity degree helped me understand what engineers and security teams manage daily. When clients discuss identity security or security operations, I now understand their context and challenges.
Sometimes solutions architects cannot attend meetings. When that happens, I must step in and communicate clearly. The program gave me the knowledge and confidence to do that.
Learning Cybersecurity Without a Technical Background
Dennise:
Did you feel intimidated during your first class?
Jeff:
The lecture-based classes felt comfortable at first. However, technical labs challenged me more. When instructors introduced tools like Wireshark or command-line interfaces, I felt overwhelmed.
I had no programming background, so I spent many nights researching and learning the tools.
The struggle actually helped me learn. When you configure firewall rules yourself, conversations with cybersecurity professionals make much more sense.
Balancing Work, Family, and a Cybersecurity Degree
Dennise:
Many professionals worry about balancing work, family, and coursework. What was your experience?
Jeff:
My children were already older, which made scheduling easier. My wife also showed tremendous patience during the program.
I started slowly with one course each semester. Occasionally I took two courses when time allowed.
There is no race when pursuing a cybersecurity degree. If you overload your schedule, you may struggle to absorb the material fully.
Applying Cybersecurity Education to Real Client Conversations
Dennise:
Did you experience moments when classroom learning connected directly with your job?
Jeff:
Absolutely. Many client discussions matched topics I studied in class.
For example, when customers evaluated forensic tools or DevSecOps practices, I recognized those concepts from coursework. That connection made conversations more practical and meaningful.
When education applies directly to your work, the learning becomes much more valuable.
Why Technical Skills Improve Cybersecurity Sales
Dennise:
How important is technical knowledge for cybersecurity sales professionals?
Jeff:
I believe strong sales professionals need both business and technical knowledge.
Sales requires relationship building and deal management. However, technical understanding allows you to add real value during complex conversations.
Cybersecurity evolves quickly. Cloud security, data security, and identity management increasingly overlap. Professionals who understand the broader ecosystem gain a major advantage.
Advice for Professionals Considering a Cybersecurity Degree
Dennise:
What advice would you give professionals thinking about earning a cybersecurity degree?
Jeff:
I spent almost two years debating whether to start the program. Looking back, I should have started sooner.
Education rarely harms your career. If cybersecurity interests you, start with one class and see where it leads.
Time passes quickly. Two years later, you might wish you had already started.
Strengthening Client Relationships Through Cybersecurity Knowledge
Dennise:
How has completing the program influenced your conversations with clients?
Jeff:
The biggest change is confidence. I understand the technical challenges security teams face every day.
When clients discuss firewall rules, identity management complexity, or security operations, I can relate to their frustrations.
That understanding strengthens trust and improves professional relationships.
Final Thoughts: The Long-Term Value of a Cybersecurity Degree
Jeff’s experience shows how a cybersecurity degree can strengthen both technical knowledge and professional credibility. His journey demonstrates that curiosity, persistence, and continuous learning remain essential in a fast-moving cybersecurity industry.
For professionals considering cybersecurity education, Jeff offers a simple lesson: do not wait too long to begin. Starting today can open new opportunities, deepen industry understanding, and strengthen your career for years to come.
Watch the full recorded podcast on YouTube to hear more of Kendall’s insights and to learn more about our Cybersecurity program offerings.