CRN Exclusive: Security Startup IntSights Names Long-Time Partner Exec Couto As Global Channel Chief

IntSights has landed long-time channel executive Jessica Couto as its first head of worldwide channels as the security startup looks to build out its strategy with partners.

IntSights, based in Israel, offers a platform for cybersecurity intelligence, including tools for customers to gain intelligence on cyber threats, consolidate threat feeds, recommend steps to prevent cyberattacks, and provide customized analysis on threats to a specific business or executive.

Couto joins the company as it looks to take its technology to the channel. In an interview with CRN, Couto said she was excited for the opportunity to once again help a company build out its channel strategy from the ground up. Couto has helped multiple security companies – including Carbonite, Bit9 (now Carbon Black), Kaspersky Lab and, most recently, Hexadite – build out their partner programs.

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"This really is a great opportunity to keep doing what I do best, which is to bring startups and security to the channel community by rolling out and designing programs, portals, building staff, and enablement – all of the things that make a company super successful with the channel," Couto said.

Tera Davis, managing director at Plano, Texas-based Critical Start, said when Couto joined Hexadite, the executive was someone who understands partners and knows how to build a channel program that's both simple and adds value. Davis said she has worked with Couto at both Hexadite and Bit9. She said she also has strong relationship-building skills and knows how to help partners educate customers on new security solutions available in the market.

Couto joins IntSights just a month after Hexadite was acquired by Microsoft. The Redmond, Wash.-based software giant cut most of the security automation and orchestration company's staff – including Couto – after the acquisition was announced. Couto hadn't been with Hexadite long, joining as vice president of channel in April to launch its partner program and build out its channel strategy.

"Hexadite was great, even though [her tenure] ended up being short," Couto said. "I helped position them for their purchase by Microsoft. We put the things in place to make it attractive. It was a great technology."

Couto's appointment is part of a "strategic initiative" by IntSights to sell more through the channel, CEO Guy Nizan said in a statement. Couto will be responsible for building the channel go-to-market strategy, channel program, channel team, partnerships, and alliances, the company said.

"The channel program is a very strategic initiative for IntSights, and Jessica brings a wealth of experience as a leader in this space," Nizan said in a statement. "We are excited to create a world-class program that addresses our partners' security needs in every way."

Since joining the company officially about a week ago, Couto said she has already started building the foundation for the channel at IntSights. She said she has already hired her first channel account manager, with plans to hire two more this year. She said she will also look to expand technology alliances – the company already has strong ties with Wipro and Check Point - and recruit partners.

"There is a lot of great work to be done there to continue the work already done and expand that further," Couto said. "There's a lot of fun and really exciting work to be done – that's what makes this so attractive [of an opportunity] for me."