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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."