Vice President, Channel, Hexadite
Location: Boston, MA
Number of years in current position: 0
Number of years involved with indirect sales: 15
Twitter Handle: @Jessica_HackCouto
Enjoys public speaking
Has an advanced degree
Has an MBA
Has worked for a solution provider organization
Has a mentor
Is a mentor
Has a personal mantra
Biography and Background:
Jessica Couto is Vice President of Channel at Hexadite, provider of the first agentless intelligent security automation platform. Jessica formerly lead channel sales for companies including Kaspersky Lab, Bit9/Carbon Black and Carbonite. With more than 12 years of experience in the channel, she has a record of driving revenue while managing multiple million- and billion-dollar partners. Jessica consistently delivers sound marketing plans and successful sales tactics that support channel enablement and provide a positive experience for both partners and providers. Previous accomplishments include transitioning a direct sales model into a channel model with more than 65 percent of the business moving to the channel within 24 months. Jessica is an experienced speaker, having presented at more than 30 industry events per year, and is frequently asked to share her perspective on the channel and technology industry.
How have you personally helped advance your company's channel business over the past year?
I am able to bring immediate value to Hexadite with my large network of security partners from a previous cyber security startup to compliment the excellent foundation put into place by the sales team. By having a proven track record in partner program design and implementation, Hexadite is excited to roll out its first partner program. The program reflects the three things that are fundamental to the channel with Hexadite: 1) Provide for healthy gross profit, 2) be easy to work with and 3) have a solution that is relevant to sell. The relationships, experience and reputation have had a quick yet positive boost with our partners.
What are your goals for your company's channel business over the next year?
Joining Hexadite this year, I have an incredible opportunity to build a formal channel program for a startup that's rapidly accelerating in the security space. Hexadite's Automated Incident Response Solution (AIRS) is currently being sold through a strategic distribution partnership with Hewlett Packard Enterprise, and by building a formal channel program, my goal is to dramatically expand its partner network while enhancing sales support for partners. This will include deal registration to protect and prioritize sellers, valuable margins that help maximize sellers' gross profit and close support to ensure that partners have the tools and knowledge they need to thrive.
What honors, awards or commendations have you won over the past year?
I was named to CRN's 2016 Channel Chiefs list, as well as CRN's 2016 Power 100: Most Powerful Women of the Channel for my work at Carbonite. 2016 and 2017 Channel Chiefs: The 50 Most Influential while at Carbonite as well.
Outside of your family, please name a woman you admire and why:
Sheryl Sandberg and her book "Lean In". In particular, her chapter regarding women sitting at the table instead of in the back row or away from the table. Everyone deserves a seat at the table to participate in the conversation. She provides valuable opinions and suggestions. Additionally, her chapter on working women enabling their spouses to do more for the family was also powerful. My take away was finding the balance for myself and for my family.
What advice would you give to young women who want to begin careers in technology?
My advice is first to be yourself. My mentor once said "Men and women put their pants on the same way; one leg at a time." Don't be intimidated by anyone; especially in areas you're strong or knowledgeable. Be tactful yet confident and it will illustrate your ability to be the best. Have passion in what you do. Maybe not every day, but for the opportunity at hand. Once you lose passion, you're just going through the motions and that's not rewarding. Always seek to go beyond your boundaries and be uncomfortable - that's how you grow personally and professionally.
If you could be any movie character for one day in real life, who would you be and why?
I love this question! The movie "Lucy" was recently on TV and I watched it for the third time. That movie is powerful and makes someone think about what could happen if we could use more of our brain capacity. Imagine being able to deflect evil and do more for good with that much intelligence. In addition, her physical capacity also grows along with the ability to experience space. The importance of Lucy is to pass on her knowledge of the universe.
If you could travel to a city you've never been to before, all expenses paid, where would you go and why?
I would love to travel to Bangkok. This year we have hosted a young lady from Thailand through the American Field Services organization and learning about her culture and family has been a warming experience. My family and I feel a connection to Thailand and being able to travel there to visit our host daughter's parents would be a wonderful way to conclude our year of hosting her in America.