CRN Channel Women in Security

Cybersecurity and Sales: Building Trust, Ambition, and Partner Success

Key Takeaways • Leadership is less about doing everything yourself and more about influence, clarity, and trust. • Ambition is not a flaw. It is a strategic asset when paired with self-awareness. • Strong partnerships are built on trust, consistency, and long-term thinking. • Cybersecurity is ultimately about reducing risk so businesses can keep running. • Real success shows up in partner adoption and customer retention, not just closed deals. • Storytelling is critical for communicating value in complex technical environments. • Relationship-building styles differ across regions, especially between North America and Latin America. • Giving a voice to your work is essential for career growth. • Being unapologetic and seeking mentors accelerates leadership development. • Cultural dynamics matter deeply in global channel sales.   Notable Sound Bites • “Ambition can be a powerful tool for growth.” • “You need to give a voice to your work.” • “Be unapologetic and seek mentors.”   Episode Chapters 00:00 Introduction to Fernanda Silva and Her Journey 01:21 Evolving Perspectives on Channel Leadership 05:26 Building Trust in Channel Sales 08:18 Navigating Cybersecurity Challenges 11:31 Cultural Dynamics in Channel Partnerships 14:19 Sales Strategies and Relationship Building 18:02 The Future of Cybersecurity Sales for Women   About Channel Women in Security Channel Women in Security highlights the leadership, expertise, and strategic impact women bring to cybersecurity and the IT channel. Through candid conversations, the series explores leadership, growth, and the realities of building influence in an ever-evolving industry. Subscribe for more conversations on cybersecurity leadership, channel strategy, and career growth.   Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com [https://pcm.adswizz.com] for information about our collection and use of personal data for advertising.

Navigating Developer Trust in Cybersecurity

Carol Winqwist, CMO of GitGuardian, discusses the intersection of developer trust and enterprise security risks, the importance of building channel operations, and the balance between product-led growth and enterprise selling. She emphasizes the role of influencer strategies in cybersecurity and advocates for more women to join the field, addressing common challenges like imposter syndrome. Hosted by Simplecast, an AdsWizz company. See https://pcm.adswizz.com for information about our collection and use of personal data for advertising.

Empathy and Leadership in Cybersecurity with Commvault’s Field CTO Vidya Shankaran

Cass Cooper interviews Vidya Shankaran, Field CTO at Commvault, discussing the evolution of cybersecurity, particularly in the context of cloud security and risk management. They explore the shared responsibility model in cybersecurity, the role of AI, the importance of empathy in leadership, and the human cost of cyber attacks. Vidya emphasizes the need for continuous learning and the balance between innovation and protection in the cybersecurity landscape. Hosted by Simplecast, an AdsWizz company. See https://pcm.adswizz.com for information about our collection and use of personal data for advertising.

Data Privacy, AI, and Compliance with Christine Neptune of Palo Alto Networks

KEY TOPICS COVERED * The evolving role of legal teams in cybersecurity * Why data privacy laws like GDPR and CCPA matter for every business * How to create AI addendums and data protection clauses in contracts * The growing need for governance and transparency in tech operations * How to balance AI adoption with compliance and ethical responsibility * Tips for aligning cybersecurity, legal, and product development strategies   TOP TAKEAWAYS * Legal and cybersecurity are now inseparable when it comes to protecting organizations. * Transparency and compliance are the foundations of customer trust. * Corporate leaders must clearly define how AI tools can be used safely and responsibly. * AI governance is not optional—it’s a business necessity. * Collaboration between legal, compliance, and IT teams ensures a proactive approach to risk. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com [https://pcm.adswizz.com] for information about our collection and use of personal data for advertising.

The Power of Soft-Skills in Cybersecurity

Cass Cooper sits down with Addie Finch, Vice President of Channels at Cato Networks, to explore her inspiring career path from broadcast journalism to cybersecurity leadership. Addie shares how storytelling and curiosity helped her break into tech and how those same skills now drive her success leading channel partners across the Americas. Together, Cass and Addie unpack how the cybersecurity landscape is shifting from point solutions to platform models and why future-proofing is no longer optional for today’s channel leaders. This episode dives into: * The power of transferable skills when moving into tech * Why soft skills and curiosity often matter more than certifications * How to lead and communicate across generational divides in the IT channel * The rise of SASE (Secure Access Service Edge) and why platform thinking is key to growth * How Cato Networks’ partner-first philosophy is reshaping cybersecurity * If you’ve ever wondered how to pivot into cybersecurity, lead through transformation, or thrive in an AI-driven future, this conversation is for you. Books Mentioned StrengthsFinder 2.0 by Tom Rath You, Inc.: The Art of Selling Yourself by Harry Beckwith and Christine K. Clifford Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com [https://pcm.adswizz.com] for information about our collection and use of personal data for advertising.