Business Development Manager

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

Name: Isabella "Bella" Rodriguez

Age: 40

Education: MBA from Northwestern University, B.A. in Business Administration from the University of Texas at Austin

Professional Background:

  • 15+ years of experience in business development and strategic partnerships within the technology industry.

  • Focus areas: Partner relationship management, channel development, revenue growth, and go-to-market strategy.

  • Previous roles: Director of Business Development at a cybersecurity software company, Channel Sales Manager at a cloud infrastructure provider, Strategic Alliances Manager at a global technology firm.

  • Special certifications or skills: Partner Management Professional (PMP), Strategic Account Management (SAM) certification.

Industry: Cybersecurity Software

Responsibilities:

  • Identify, 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:

  • Moderately tech-savvy, with a good understanding of cybersecurity technologies and trends.

  • Proficient in using CRM systems, partnership management platforms, and collaboration tools.

  • Able to communicate effectively with technical stakeholders and understand their needs.

Behavioral Traits:

  • Relationship-oriented and skilled at building rapport with partners.

  • Results-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., CRN, Channel Futures)

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

  • Analyst reports (e.g., Gartner, Forrester)

  • Networking with industry peers and partners

Quote:

"Successful 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."