In this episode of Tech Sales Insights, join us for a fireside chat with Scott Strubel, Vice President of the America's Partner Organization at Darktrace, a leading cybersecurity AI company. Scott shares his firsthand experiences and insights from the first 90 days as a new leader in the cybersecurity landscape. From his childhood jobs shaping his approach to leadership to his impressive career journey spanning HP, Oracle, NetApp, Commvault, Hitachi Vantara, and Darktrace, Scott dives into the importance of building strong partnerships and outlines his strategies for success. Learn about Darktrace's evolution, Scott's go-to-market plans with partners, and his emphasis on fostering a collaborative and accountable culture. KEY TAKEAWAYS The First 90 Days as a New Leader: Scott delves into the critical initial period of leadership and emphasizes the significance of building relationships with partners, sales organizations, and key team members. Navigating Partner Relationships: Exploring the complexities of the cybersecurity industry, Scott discusses the challenges and strategies for enhancing partner collaborations and sales enablement. Strategies for Growth: Unveiling Darktrace's plans, Scott outlines the six breakthrough goals and the structured approach toward achieving them, focusing on measurable results and partnership expansion. Cultural Accountability: Scott shares insights into the cultural elements he prioritizes, emphasizing the importance of shared values, accountability, and consistency in driving success. QUOTES "What partners want from their technology OEM vendor partners is predictability, consistency, and profitability." "Really good partner sellers sell what's profitable and what's easiest to sell." "We consider ourselves highly accountable to our sales organization and partners, measuring success every 13 weeks." "I have this list of 50 things that we hold ourselves accountable to every 13-week quarter in shaping our culture." Find out more about Scott Strubel through the links below: LinkedIn: https://www.linkedin.com/in/scottstrubel This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/ Sandler: https://www.sandler.com/