Name: Benjamin Isabella "BenBella" CarterRodriguez
Age: 32 40
Education: MBA from Northwestern University, B.SA. in Information Technology Business Administration from the University of Southern CaliforniaTexas at Austin
Professional Background:
515+ years of experience in sales, with a focus on cybersecurity and IT solutionsbusiness development and strategic partnerships within the technology industry.
Focus areas: Solution selling, account management, prospecting, and closing dealsPartner relationship management, channel development, revenue growth, and go-to-market strategy.
Previous roles: Inside Sales Representative Director of Business Development at a cybersecurity software company, Account Executive Channel Sales Manager at a cloud services providerinfrastructure provider, Strategic Alliances Manager at a global technology firm.
Special certifications or skills: CompTIA Security+, Certified Ethical Hacker (CEH)Partner Management Professional (PMP), Strategic Account Management (SAM) certification.
Industry: Cybersecurity and IT ChannelSoftware
Responsibilities:
Generate and qualify leads for the SaaS platform and partner solutions.
Conduct product demonstrations and presentations to potential customers.
Build and maintain relationships with customers throughout the sales cycle.
Close deals and meet or exceed individual sales quotas.
Provide feedback to the product and marketing teams on customer needs and market trends.
Goals:
Achieve or exceed individual sales targets and earn top performer recognition.
Build a strong reputation as a trusted advisor and solutions expert.
Develop long-term relationships with customers and become their go-to resource for security and compliance solutions.
Challenges:
Staying up-to-date on the latest cybersecurity threats and solutions.
Differentiating the SaaS platform and partner solutions from competitors.
Overcoming customer objections and closing deals in a competitive market.
Motivations:
Achieving financial success through commissions and bonuses.
Building a successful career in sales and advancing within the organization.
Helping customers solve their security and compliance challenges and protect their businessesIdentify, evaluate, and onboard new strategic partners for the ISV.
Develop and execute joint business plans with partners to drive revenue growth.
Manage ongoing partner relationships, ensuring mutual success and satisfaction.
Negotiate and manage partnership agreements, including revenue sharing and co-marketing terms.
Collaborate with internal teams (sales, marketing, product) to align partner initiatives with the ISV's overall strategy.
Goals:
Expand the ISV's market reach and customer base through strategic partnerships.
Increase revenue and profitability by leveraging partner channels and co-selling opportunities.
Build a robust partner ecosystem that delivers comprehensive security solutions to customers.
Challenges:
Identifying the right partners that align with the ISV's vision and values.
Building trust and credibility with potential partners.
Navigating complex partner negotiations and managing expectations.
Motivations:
Driving business growth and expanding the ISV's market presence.
Creating win-win partnerships that benefit both the ISV and its partners.
Building a strong professional network and reputation in the cybersecurity industry.
Tech-Savviness:
Highly Moderately tech-savvy and knowledgeable about cybersecurity and IT solutions, with a good understanding of cybersecurity technologies and trends.
Proficient in using various CRM systems, sales engagementpartnership management platforms, and presentation collaboration tools.
Able to explain complex technical concepts in simple terms to non-technical customerscommunicate effectively with technical stakeholders and understand their needs.
Behavioral Traits:
Confident, persuasive, and resultsRelationship-oriented and skilled at building rapport with partners.
Excellent communicator and relationship builder.
Resilient and persistent in the face of challenges.
Customer-focused and committed to delivering valueResults-driven and focused on achieving tangible business outcomes.
Strategic thinker with strong negotiation and problem-solving skills.
Excellent communicator and presenter.
Passionate about creating mutually beneficial partnerships.
Sources of Information:
Industry publications (e.g., Cybersecurity DiveCRN, ThreatpostChannel Futures)
Cybersecurity webinars and training resources.Partner conferences and events (e.g., Channel Partners Conference & Expo)
Analyst reports (e.g., Gartner, Forrester)
Networking with industry peers and colleagues.Feedback from customers and partners.
Quote:
"I'm passionate about helping businesses protect themselves from cyber threats. By understanding their unique challenges and providing tailored solutions, I can make a real difference in their security posture and peace of mindSuccessful partnerships are built on trust, transparency, and a shared commitment to delivering value to customers. By working closely with our partners, we can leverage each other's strengths to achieve mutual success and drive innovation in the cybersecurity market."