Cameron Hector (MBA ’20) had little interest in technology as a college soccer player at UC Santa Cruz. It wasn’t until years later, after building a successful sales career, attending Darden and working at LEK Consulting that he developed an interest in technology and began charting a course into the industry.
Cameron recently sat down with ACS Coach Stacey Milne to share his nonlinear path to his role as Director of Customer Success Product Adoption at Salesforce and to offer advice to alumni considering a similar move.
Describe your career path leading you to Big Tech.
After an eight-year sales leadership career in the staffing industry, I earned my MBA from Darden and began consulting. My years at LEK provided exposure to technology, and my passion for tech grew from there.
At LEK, I was on a cybersecurity case. It was very technical, and I found that I really enjoyed it. I spoke with CIOs and IT leaders across industries to better understand the cybersecurity space before spending the next two years in LEK’s TMT sector. I was also intrigued by how data moves and how companies use it, and I discovered a passion for data analysis.
How did you approach your transition into tech, and what strategies did you employ to land a role?
First, I built a list of about forty companies, focusing on ones where I had some kind of differentiator, like HR tech. Over time, I knew to avoid roles requiring long-term, cross-functional experience that weren’t a good fit for me.
I conducted extensive research on companies, individual employees and roles where I saw potential. While networking, I did a lot of channel testing, cold calling on various media platforms. I was doing 10 to 15 outreach messages a day and focused heavily on LinkedIn and email, finding that if someone had the time, they were always willing to talk.
What helped you land your role at Salesforce?
A referral from my former employer made a huge difference, especially because it was with someone on the actual hiring team. Early in the interview process, I sought clarification on the job posting and asked, what are you actually looking for? which helped me understand how to better position myself.
The value I could offer was not just one thing; it was a combination. My sales background helped me understand CRM tools even though I had never used Salesforce. My consulting experience helped with structured thinking and communication. During my tenure at a tech startup before Salesforce, I designed cohort-based programs, which ended up being directly relevant to my role at Salesforce. It really came down to connecting all my past experiences to what they needed.
What tips can you offer for others trying to break into Big Tech?
- Highlight all tech experience including any tools and passions. Complete certifications. Show some tangible evidence that you are serious about the pivot.
- Use the 2-Hour Job Search approach to help you navigate the organization and find the right people.
- Tweak your pitch for different interactions based on what you’ve learned through your research and networking efforts.
- While networking, keep messages short and relevant and tailored to the person and/or role. If you don’t get a response on LinkedIn, send an email. Be persistent without being annoying.
- If you are targeting a Big Tech company, accept that the recruiting process could be a long-term commitment. You may have to take a position at a smaller company first to build up your tech experience. If financially feasible, consider passing on other offers to remain true to your long-term vision.
Cameron Hector landed in Big Tech through his sales experience and his passion for technology rather than extensive technical expertise. And for others considering the leap, his story offers a clear takeaway: breaking into Big Tech isn’t about having the perfect background. It’s about identifying your target audience, understanding your value and knowing how to sell it. As Cameron puts it, “Finding a job is really Sales 101.”
Connect with Cameron on LinkedIn. For coaching support, contact us at AlumniCareerServices@darden.virginia.edu.
