SHOW NOTES Episode Summary In this episode of Channel Women in Security, Cass sits down with Fernanda Silva, Senior Manager of Channel Sales at Acronis, for a grounded and forward-looking conversation about leadership, growth, and the real work of building trust in the cybersecurity channel. Fernanda shares her career journey in channel sales and reflects on how leadership evolves from execution to influence. She breaks down what success actually looks like in cybersecurity, not just revenue, but partner adoption, customer retention, and long-term relationships. The conversation also explores the role of ambition, storytelling, and cultural intelligence, particularly when navigating partnerships across North America and Latin America. This episode is especially resonant for women in sales and cybersecurity who are building credibility, visibility, and momentum in a relationship-driven industry shaped by rapid technological change and emerging AI conversations.
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.
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