CRN Channel Women in Security

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.

 

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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

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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

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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.

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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

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In this episode of Channel Women in Security, Cass sits down with Chari Rhoades, a leader in channel sales at Proofpoint, to unpack the evolving cybersecurity landscape. Together, they explore how Proofpoint leverages threat intelligence, AI innovation, and partner collaboration to stay ahead of emerging threats.

Chari shares insights on balancing consistency and flexibility in partnerships, why curiosity fuels effective communication, and how cyber resilience starts with transparent conversations. Cass and Chari also discuss the role of AI-driven tools in improving communication in strengthening relationships across the channel.

Tune in to learn how strong partnerships, innovation, and communication drive success in cybersecurity. Hosted by Simplecast, an AdsWizz company. See https://pcm.adswizz.com

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Host Cass Cooper sits down with Barb Huelskamp, Global Channel Leader at SolarWinds. Barb shares her inspiring career journey in cybersecurity and the IT channel, highlighting why self-advocacy, confidence, and collaboration are key for women in tech leadership.

The conversation explores:

• The role of AI and innovation in shaping the future of cybersecurity

• How non-linear career paths create unique opportunities in the channel

• Practical advice for women building careers in cybersecurity and IT

If you’re interested in channel leadership, women in cybersecurity, or advancing your career in tech, this episode offers valuable insights you won’t want to miss. Hosted by Simplecast, an AdsWizz company. See https://pcm.adswizz.com

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Cass Cooper interviews Erika Dobbs, a retired Naval officer and CEO of Dobbs Defense Solutions. They discuss Erika's journey from boot camp to her leadership roles in the Navy, the challenges she faced, and how her military experience shaped her career in cybersecurity. Erika shares insights on leading through chaos, the importance of resilience, and the unique challenges faced by women in STEM. The conversation highlights the interconnectedness of the military and private sectors, emphasizing the significance of cybersecurity in national security. Hosted by Simplecast, an AdsWizz company. See https://pcm.adswizz.com

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Laura Potter sits down with Host Cass Cooper to discuss the intricacies of building a channel partnership program in the cybersecurity sector. Laura shares her insights on the importance of alignment, value over volume, and the need for a customer-centric approach. They explore the transition from operational roles to leadership, the significance of resilience and grit, and the role of advocacy in team building. The discussion emphasizes the evolving landscape of cybersecurity and the necessity for tailored solutions that meet diverse customer needs.

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Cass Cooper interviews Emily O'Carroll, a seasoned cybersecurity professional and CISO. They discuss Emily's journey in the cybersecurity field, the evolution of the threat landscape, and the importance of translating technical risks into business impacts. Emily shares insights on the differences between being an in-house CISO and a virtual CISO, as well as the significance of mentoring and finding balance in one's career and personal life. Hosted by Simplecast, an AdsWizz company. See https://pcm.adswizz.com

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