Proofpoint’s approach to AI supports both product innovation and internal skill development, helping teams and partners strengthen collaboration and effectiveness.
Channel Women in Security is produced by CRN, featuring conversations with women leading innovation and inclusion across the IT channel and cybersecurity landscape. Watch the full episode on YouTube.
Chari Rhoades, vice president of Americas channel at Proofpoint, shares insight into how partnerships, AI-driven innovation and communication shape the future of cybersecurity. Rhoades discusses what differentiates Proofpoint in a crowded marketplace, how flexibility and curiosity fuel effective leadership and why proactive communication is the foundation of cyber resilience.
Q: The cybersecurity market is crowded, with many vendors claiming to be the strongest in the channel. What makes Proofpoint stand out to partners?
Chari Rhoades: One of the biggest differentiators for us is the quality of our portfolio and the level of threat intelligence we bring to the market. Because of the sheer volume of email data we see, trillions daily; we have unmatched visibility into the threat landscape. That allows us to protect both small and large customers with the same intelligence and precision.
Partners appreciate that Proofpoint’s solutions integrate easily with other leading vendors in their ecosystem, giving them the flexibility to solve multiple customer problems at once. Beyond that, our portfolio supports a true “land and expand” strategy, covering threats, users and data protection. Recognitions from third parties like Gartner also help strengthen our credibility and our partners’ confidence.
Q: You oversee the Americas, which is a significant responsibility. How do you maintain consistency at scale while still addressing the unique needs of partners in different regions?
Chari Rhoades: It’s all about understanding what’s important to partners and where they are in their business journey. I’m fortunate to work with a strong channel team and have alignment across Proofpoint’s internal stakeholders who are equally invested in partner success.
Consistency at scale doesn’t come from one person; it comes from rhythm and collaboration across teams. We ensure that every partner has a cohesive experience with Proofpoint while tailoring our approach based on geography, vertical focus and goals. Our goal is always to meet them where they are and build the right model together.
Q: Flexibility seems to be a theme in your leadership approach. How do you encourage that flexibility across your team and with other leaders?
Chari Rhoades: Curiosity. The best way to remain flexible is to stay curious and ask questions. When you lead with curiosity, you open doors to new ways of thinking and create room for flexibility in your strategy and execution.
Q: You began your career in marketing and sales operations. How has that background shaped the way you lead and communicate Proofpoint’s value to partners?
Chari Rhoades: My background spans sales operations, marketing, training and consulting and that diversity has been incredibly useful in channel leadership. The channel is inherently cross-functional, so understanding different parts of the business helps me see the full picture.
Those experiences taught me to listen deeply, identify what motivates others, and connect the dots between strategy and execution. It’s also helped me build stronger relationships with partners since I can understand their business models from multiple angles.
Q: Proofpoint recently introduced enhancements in AI-driven data protection and security. How is AI shaping your approach, and what excites you most about its potential?
Chari Rhoades: AI supports our ongoing mission of innovation. It helps us meet customer needs today and anticipate what will matter in the future. Beyond what’s happening in our product portfolio, we’re also using AI internally to improve how we work.
One example is our AI enablement tool. It simulates real conversations between sales professionals and partners, allowing our teams to practice and receive feedback in real time. It’s like role-playing with a virtual coach. Practice is critical in any profession, and this tool helps refine our communication skills in a way that’s never been possible before.
So, while I’m thrilled about how AI enhances our products, I’m equally excited about how it’s helping our teams work smarter and communicate more effectively.
Q: Let’s talk about cyber resilience. How are you helping partners communicate the importance of resilience to customers, especially given the constant wave of cyber threats?
Chari Rhoades: Communication is everything. My advice to vendors and partners is to communicate as early and as often as possible. Transparency builds trust.
When incidents occur, organizations should clearly explain what happened, what’s being done to address it, and what the next steps are. That same principle applies to partner relationships. We help partners talk with customers about how they’re addressing resilience, identify any gaps, and show how their vendor portfolio, including Proofpoint, can help fill those gaps.
Ultimately, resilience is built through open, proactive conversations, not reactive damage control.
