Executive Sponsor CP

Owned by Steven Piliero
Last updated: May 16, 2024
3 min read

Name: Ethan Davis

Age: 55

Education: MBA from Stanford University, B.S. in Computer Science from MIT

Professional Background:

  • 25+ years of experience in the cybersecurity and IT industry.

  • Focus areas: Channel sales, strategic partnerships, business development, and cybersecurity solutions.

  • Previous roles: Vice President of Sales at a leading cybersecurity VAR, Director of Channel Partnerships at a global software company.

  • Special certifications or skills: CISSP (Certified Information Systems Security Professional)

Industry: Cybersecurity and IT Channel

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 world.

Tech-Savviness:

  • Highly tech-savvy and knowledgeable about cybersecurity solutions and technologies.

  • Proficient in using various CRM, sales enablement, and project management tools.

  • Comfortable with technical concepts and able to engage in discussions with engineers and architects.

Behavioral Traits:

  • Visionary leader with strong strategic thinking and decision-making skills.

  • Excellent communicator and relationship builder.

  • Results-oriented and driven to achieve ambitious goals.

  • Open-minded and adaptable to change.

  • Passionate about cybersecurity and committed to protecting customers from cyber threats.

Sources of Information:

  • Industry publications (e.g., Cybersecurity Ventures, Dark Reading)

  • Cybersecurity conferences and events (e.g., RSA 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.