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# 🚀 SQE MEETING BATTLE PLAN
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## 🎯 CORE POSITIONING
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**Your Mantra:** "I don't need a job - I need a revolution to believe in"
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**Your Value:** "I've built the networks you're trying to secure, and I know exactly where the bodies are buried"
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---
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## 💡 OPENING GAMBIT
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### First 60 Seconds:
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*"When I first saw your technology, I realized this is the answer to problems I've been fighting my entire career. At AWS, Verizon, Charter - I've seen how broken our security foundations are. Your approach to the 'harvest now' problem isn't just innovative - it's necessary."*
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---
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## 🛠️ YOUR UNIQUE VALUE PROPOSITION
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### **Channel Development**
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- **TBX Experience**: "I built channel strategies for Meraki and Fortinet from ground zero"
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- **Proven Playbook**: "I know how to take disruptive tech to market through partners"
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- **Immediate Activation**: "I can have 3 qualified VAR conversations within 30 days"
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### **Technical Credibility**
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- **Scale Experience**: "At AWS, I saw what breaks at cloud scale - your solution addresses fundamental limits"
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- **Enterprise Migration**: "I've moved Fortune 500 companies from Cisco to next-gen solutions"
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- **Automation Mindset**: "I don't just understand networks - I understand how to automate them at scale"
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### **Security Depth**
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- **Compliance Experience**: "PCI-DSS, NIST frameworks are in my DNA"
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- **Real-World Hardening**: "I've secured everything from financial trading floors to healthcare data"
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- **Vendor-Neutral Perspective**: "I've worked with every major vendor - I know their weaknesses"
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---
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## 🎙️ CONVERSATION TRIGGERS
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### When They Mention...
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**"Channel Strategy"**
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- *"At TBX, I learned channel success comes down to three things: partner enablement, clear margins, and technical support. Which of these is your biggest focus?"*
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**"Technical Complexity"**
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- *"Having implemented ACI and VXLAN, I appreciate elegant complexity. How does your synchronization handle real-world network jitter?"*
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**"Competition (Cisco, etc)"**
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- *"Having migrated Avis from Cisco to Versa, I know exactly how to displace incumbents. The key is addressing pain they can't solve."*
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**"Enterprise Adoption"**
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- *"At Verizon, I saw that enterprises buy solutions to three problems: compliance, cost, or capability. Which are you leading with?"*
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---
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## 💼 PROBLEM → SOLUTION MAPPING
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| Their Problem | Your Experience Solution |
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|---------------|--------------------------|
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| Channel Development | TBX: Built Meraki/Fortinet channel programs from scratch |
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| Technical Credibility | AWS/Verizon: Enterprise-scale deployment credibility |
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| Product-Market Fit | Charter/Kaiser: Knows where security breaks in real networks |
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| Scalability Concerns | AWS: Designed for cloud-scale automation |
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| Funding Proof Points | All roles: Can deliver immediate customer validation |
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---
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## 🎯 STRATEGIC QUESTIONS TO ASK
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### Business Questions:
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1. "What's your ideal partner profile - are you looking for technical integrators or sales-focused VARs?"
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2. "How are you balancing direct sales motion with channel development?"
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3. "What's the funding timeline and how does partner traction influence it?"
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### Technical Questions:
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1. "How does the entanglement process handle multi-site latency differences?"
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2. "What's your disaster recovery story without traditional key escrow?"
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3. "How are you addressing the performance overhead concerns?"
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### Partnership Questions:
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1. "What does success look like for your channel partners in the first 90 days?"
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2. "How are you structuring partner incentives - margin, enablement, co-sell?"
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3. "Where do you see the biggest gap in your current partner strategy?"
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---
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## 🚀 YOUR "WOW" MOMENTS
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### Drop These Strategic Insights:
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- *"The incumbents are vulnerable because they're trying to bolt quantum resistance onto architectures that were never designed for it"*
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- *"Channel partners will follow the money - we need to show them this solves a CISO-level problem with budget attached"*
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- *"Having implemented F5 OSPF and mainframe routing, I understand how legacy infrastructure creates your opportunity"*
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### Reference Specific Experiences:
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- **"At Kaiser, I found buffer tail drops on Data Domain replication - exactly the kind of encrypted data that's being harvested today"**
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- **"Migrating Avis from Cisco taught me how to overcome vendor lock-in - your solution breaks that model entirely"**
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- **"AWS showed me that scale breaks everything - your approach seems built for cloud-native from day one"**
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---
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## 💰 PARTNERSHIP FRAMING
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### Your Opening Position:
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*"Through my LLC, I'm structured to deliver immediate value while we figure out the long-term fit. I'm thinking: 90-day engagement focused on activating my top 3 channel relationships, with success-based compensation."*
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### Your Walk-Away Position:
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*"I'm looking for a passion project, not a paycheck. The right structure balances my need for meaningful work with your need for measurable results."*
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---
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## 🛡️ DEFLECTING OBJECTIONS
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**"We're not hiring yet"**
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→ *"Perfect - my LLC lets me deliver results without you carrying overhead. Let me prove the value first."*
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**"Funding is next year"**
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→ *"My network can help make that round oversubscribed by showing real pipeline today."*
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**"We have Denis for channels"**
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→ *"Great - my experience complements his. I focus on technical enablement and enterprise adoption."*
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---
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## 🎖️ YOUR CLOSING ARGUMENT
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*"Look, I've built networks for Amazon, Verizon, and Fortune 500 companies. I know what secure infrastructure looks like, and I know what broken looks like. Your technology addresses the fundamental break. I don't need a job - I need something worth believing in. This feels like that."*
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---
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## 📝 PRE-MEETING CHECKLIST
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- [ ] Have LLC details ready (EIN, structure)
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- [ ] Review your top 3 channel contacts for immediate warm intros
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- [ ] Prepare 2-3 specific accounts you can approach within 30 days
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- [ ] Have your SOW draft ready to reference
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- [ ] Test your video/audio setup
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- [ ] Have notepad ready for their specific pain points
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---
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## 🧠 MINDSET REMINDER
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**You're Not:** A job seeker
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**You Are:** A seasoned expert choosing where to deploy your talents
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**They Need:** Your network, your credibility, your channel experience
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**You Need:** A worthy challenge for your skills
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**Remember:** The same gut that spotted this opportunity from a YouTube video is the same gut that built your career. Trust it.
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---
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You've got this. You're not walking into an interview - you're walking into a strategy session between equals. Now go show them what 15 years of battlefield experience looks like. 💥
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**Your signature confidence:** *"Cool solution no matter what"* - and you're about to show them exactly why.
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### Professional Experience
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**Consulting Systems Engineer** | TBX | May 2022 - Present
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