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Name: Ava Thompson David "Dave" Chen

Age: 38 35

Education: M.S. in Information Systems Management from Carnegie Mellon University, B.AS. in Business Administration with a focus on Marketing Computer Science from the University of California, Berkeley

Professional Background:

  • 1210+ years of experience in channel sales and partner product management within the IT industrytechnology industry, with a focus on cybersecurity and SaaS solutions.

  • Focus areas: Partner recruitment, onboarding, enablement, and performance managementProduct strategy, roadmap development, feature prioritization, user experience design, and go-to-market planning.

  • Previous roles: Channel Account Senior Product Manager at a leading cybersecurity startup, Product Owner at a large software company, Partner Product Marketing Manager at a cloud services security provider.

  • Special certifications or skills: Channel Sales Certification, Partner Relationship Management (PRM) software expertise.Pragmatic Marketing Certified, Agile Certified Product Manager (PMI-ACP)

Industry: Cybersecurity and IT ChannelSoftware

Responsibilities:

  • Recruit, onboard, and enable new channel partners.

  • Develop and execute partner marketing and sales plans.

  • Manage day-to-day partner relationships and provide ongoing support.

  • Track partner performance and identify areas for improvement.

  • Collaborate with internal teams (sales, marketing, technical) to ensure partner success.

Goals:

  • Achieve or exceed quarterly and annual channel revenue targets.

  • Build a high-performing partner network that consistently delivers results.

  • Develop strong relationships with partners based on trust and mutual successDefine and execute the product vision and strategy for the ISV's security solutions.

  • Conduct market research and competitive analysis to identify customer needs and market trends.

  • Develop and manage the product roadmap, prioritizing features and enhancements.

  • Collaborate with engineering, design, marketing, and sales teams to bring new products and features to market.

  • Gather and analyze customer feedback to drive continuous product improvement.

Goals:

  • Deliver innovative and differentiated security solutions that meet customer needs and exceed expectations.

  • Drive product adoption and usage to increase market share and revenue.

  • Foster a customer-centric culture within the product team and organization.

Challenges:

  • Balancing the needs of multiple partners with limited resources.

  • Motivating and incentivizing partners to prioritize selling the SaaS platform.

  • Overcoming channel conflict and ensuring collaboration among partnersdifferent stakeholders, including customers, partners, executives, and engineering teams.

  • Prioritizing features and enhancements in a fast-paced and competitive market.

  • Managing product development timelines and budgets effectively.

Motivations:

  • Building a successful career in channel sales and partner management.

  • Helping partners grow their businesses and achieve their goals.

  • Being recognized as a valuable asset to both the SaaS provider and the channel partnersCreating products that have a positive impact on people's lives and businesses.

  • Solving complex problems and finding elegant solutions.

  • Building a high-performing product team that delivers exceptional results.

Tech-Savviness:

  • Highly tech-savvy with a deep understanding of software development, cloud technologies, and cybersecurity concepts.

  • Proficient in using various CRM, PRM, and marketing automation tools.

  • Familiar with cybersecurity and compliance technologies and trends.

  • Comfortable with data analysis and performance tracking.

  • product management tools, such as Jira, Confluence, and product analytics platforms.

  • Able to translate technical requirements into user-friendly product features and functionality.

Behavioral Traits:

  • Relationship-oriented and skilled at building rapport.

  • Organized and detail-oriented, with strong project management skills.

  • Results-driven and focused on achieving tangible outcomes.

  • Strong communicator and collaboratorCustomer-centric and focused on understanding and solving user problems.

  • Data-driven and analytical, using insights to inform product decisions.

  • Collaborative and able to work effectively with cross-functional teams.

  • Passionate about technology and its potential to improve security and compliance.

Sources of Information:

  • Industry publications (e.g., CRN, Channel Futures)

  • Channel partner conferences and events (e.g., Channel Partners Conference & Expo)

  • Online communities and forums for channel professionals.Customer feedback and surveys

  • Market research reports and industry publications

  • Competitive analysis and benchmarking

  • Networking with industry peers and colleagues.experts

Quote:

"Successful channel partnerships are built on trust, collaboration, and a shared commitment to delivering value to customers. By working closely with our partners and providing them with the resources and support they need, we can create a win-win situation for everyone involvedThe key to successful product management is deeply understanding our customers' needs and pain points. By building products that solve real problems and deliver tangible value, we can earn their trust, loyalty, and advocacy."