Name: Ethan Davis Eleanor "Ellie" Thompson
Age: 55
Education: MBA from Stanford UniversityHarvard Business School, B.SA. in Computer Science from MITAccounting from the University of Pennsylvania
Professional Background:
25+ years of experience in the cybersecurity and IT industryprofessional services firms, with a focus on audit and assurance, risk management, and compliance.
Focus areas: Channel sales, strategic partnerships, business development, and cybersecurity solutionsLeading large-scale audit and compliance engagements, developing new service offerings, building client relationships, and managing partner teams.
Previous roles: Vice President of Sales Partner at a leading cybersecurity VAR, Director of Channel Partnerships at a global software companyBig Four accounting firm, Managing Director of Risk Advisory Services, Head of Compliance Practice.
Special certifications or skills: CISSP (Certified Information Systems Security ProfessionalCertified Public Accountant (CPA), Certified Information Systems Auditor (CISA), Certified in Risk and Information Systems Control (CRISC)
Industry: Cybersecurity Accounting and IT ChannelConsulting
Responsibilities:
Develop and execute the VAR/MSP's overall partnership strategy.
Identify, evaluate, and onboard new strategic technology partners.
Negotiate partnership agreements and manage ongoing relationships.
Oversee partner marketing and sales enablement programs.
Collaborate with internal teams (sales, marketing, technical) to ensure partner success.
Goals:
Achieve double-digit revenue growth through strategic partnerships.
Position the VAR/MSP as a leading cybersecurity solutions provider in the market.
Build a robust partner ecosystem that delivers comprehensive security and compliance solutions to customers.
Challenges:
Identifying the right technology partners that align with the VAR/MSP's vision and values.
Managing channel conflict and ensuring a balanced partner portfolio.
Adapting to the rapidly changing cybersecurity landscape and emerging threats.
Motivations:
Driving innovation and helping customers protect their critical assets from cyberattacks.
Building a high-performing team and fostering a culture of collaboration and continuous learning.
Leaving a lasting impact on the cybersecurity industry and making a difference in the worldOversee the firm's audit and compliance practice, setting strategic direction and ensuring quality service delivery.
Build and maintain relationships with key clients, including C-suite executives and board members.
Lead business development efforts, identifying new opportunities and expanding the firm's client base.
Manage partner teams, providing mentorship and guidance, and fostering a culture of collaboration and excellence.
Represent the firm at industry events and conferences, building thought leadership and brand awareness.
Goals:
Grow the firm's audit and compliance practice, increasing revenue and market share.
Establish the firm as a trusted advisor and thought leader in the industry.
Attract and retain top talent, building a high-performing team.
Maintain the firm's reputation for quality, integrity, and independence.
Challenges:
Navigating a complex and evolving regulatory landscape.
Managing client expectations and balancing competing priorities.
Maintaining profitability and managing costs in a highly competitive market.
Attracting and retaining top talent in a rapidly changing industry.
Motivations:
Making a positive impact on clients' businesses by helping them improve their risk management and compliance programs.
Building a thriving and successful practice that delivers exceptional value to clients.
Developing the next generation of leaders in the audit and compliance field.
Upholding the highest standards of professionalism and ethical conduct.
Tech-Savviness:
Highly tech-savvy and knowledgeable about cybersecurity solutions and technologies, with a deep understanding of the role of technology in audit and compliance.
Proficient in using various CRM, sales enablement, and project management tools.Comfortable with technical concepts and able to engage in discussions with engineers and architectsaudit software, data analytics tools, and collaboration platforms.
Open to exploring new technologies, such as artificial intelligence and blockchain, to enhance audit and compliance processes.
Behavioral Traits:
Visionary leader Strategic thinker with a strong strategic thinking and decision-making business acumen and leadership skills.
Excellent communicator and relationship builder, able to connect with clients and colleagues at all levels.
Results-oriented and driven to achieve ambitious goals.
Open-minded and adaptable to change.
Passionate about cybersecurity audit and compliance and committed to protecting customers from cyber threatsdelivering high-quality services.
Sources of Information:
Industry publications and research reports (e.g., Cybersecurity Ventures, Dark Reading)Cybersecurity The Journal of Accountancy, Compliance Week).
Professional conferences and events (e.g., AICPA & CIMA ENGAGE, RSA ISACA Conference, Black Hat)Analyst reports (e.g., Gartner, Forrester)
Networking with industry peers and partners
Quote:
"In the ever-evolving world of cybersecurity, strategic partnerships are essential for staying ahead of the curve and delivering comprehensive solutions to our customers. By collaborating with innovative technology providers, we can empower businesses to protect their critical assets and thrive in the digital age."
The Executive Sponsor – "Ethan the Envisioner"
Title/Role: CEO or Vice President of Sales/Partnerships at a Value-Added Reseller (VAR) or Managed Service Provider (MSP) specializing in cybersecurity and compliance solutions.
Goals:
Forge strategic alliances with innovative technology providers to expand the company's portfolio and drive revenue growth.
Establish the VAR/MSP as a trusted advisor and thought leader in the cybersecurity space.
Secure long-term, mutually beneficial partnerships that deliver value to both organizations and their customers.
Motivations:
Increase market share and competitive advantage through strategic partnerships.
Enhance the company's brand reputation and attract top talent.
Drive innovation and stay ahead of the curve in the rapidly evolving cybersecurity landscape.
Pain Points/Frustrations:
Channel conflict or lack of alignment between the SaaS provider and other partners.
Insufficient marketing and sales support from the SaaS provider to drive partner-led sales.
Concerns about the SaaS provider's long-term commitment to the partnership and channel model.
Communication Style: Strategic, visionary, prefers high-level discussions and presentations with a focus on long-term value creation.
Additional Considerations:
Ethan has a deep understanding of the cybersecurity market and customer needs.
He values transparency, trust, and mutual respect in partnerships.
He is influential in decision-making and can advocate for the partnership within the VAR/MSP organization.
Key Interactions with Other Personas:
Channel Account Manager (CAM): Ethan sets the overall partnership vision and strategic goals. He provides guidance and support to the CAM to ensure successful execution.
Sales Representative: Ethan communicates the strategic importance of the partnership and motivates the sales team to prioritize selling the SaaS platform.
Technical Consultant: Ethan ensures that the technical team has the necessary resources and support to deliver successful implementations and integrations.
Networking with other professionals in the audit and compliance field.
Client feedback and surveys.
Quote:
"Our firm's success is built on trust, expertise, and a commitment to delivering exceptional value to our clients. By staying at the forefront of industry trends and embracing new technologies, we can help our clients navigate complex challenges and achieve their strategic objectives."