Building Cyera’s Channel at 1,000 MPH | Charlotte Shone

Cybersecurity has travelled a long way—from antivirus software sold on USB sticks to protecting what people, machines and AI agents can see and do with an organisation’s data. In this episode of The Channel Zone Podcast, Mark Edwards is joined by Charlotte Shone, Director of Channel and Alliances at Cyera. Charlotte explains how an English Literature graduate found her way into cybersecurity sales, secured an early breakthrough with QVC and built a career spanning Panda Security, Kaspersky, Symantec, Netskope, Forescout and Island. Today, she is helping to build the channel at Cyera—one of cybersecurity’s fastest-growing companies—in an environment she describes as moving at “1,000 miles per hour”. Charlotte discusses the discipline required to make rapid decisions while the organisation, its technology and customer demand are all developing simultaneously. The conversation explores Cyera’s intentionally partner-led strategy, why selecting the right partners matters more than recruiting large numbers, and how cloud marketplaces should complement rather than replace resellers, service providers, distributors and GSIs. Charlotte also reveals how she uses AI as something resembling a chief of staff—supporting research, preparation, reporting and decision-making. However, she remains clear that AI cannot replace the trust, credibility and human judgement at the heart of successful selling. Finally, Charlotte reflects on storytelling, leadership and balancing a demanding international career with raising two young children. A thoughtful conversation about cybersecurity, partnerships, AI and the distinctly human capabilities that remain essential in a rapidly accelerating industry.