'Cybersecurity requires specialised expertise, so that's why we don't do direct sales': new Netskope sales leader

Raphaël Bousquet takes over Netskope's global sales leadership, continuing growth momentum through strategic channel partnerships

SASE vendor Netskope recently promoted Raphaël Bousquet to executive VP of worldwide sales to replace retiring Chris Andrews in leading all aspects of the company's global sales and channel strategy.

A networking and security industry veteran, Bousquet has led technology sales teams at channel-focused vendors like Palo Alto and Cisco Systems.

Speaking to CRN he said: "I have experience in networking, cybersecurity, and cloud security from my time at Cisco, Palo Alto, and now Netskope. We just closed a great fiscal year in January, so my move to lead worldwide channels indicates our momentum in the market.

"I've relied on channel partners for 20 years. I have connections with large partners in Europe from my past roles. Netskope works with major service providers like BT and Telefonica who use our technology to sell managed security services.

"Cybersecurity requires specialised expertise, so that's why we don't do direct sales. We're transforming legacy on-prem security to the cloud, so partners can help customers migrate."

On taking over from Andrews, Bousquet says: "Andrews grew Netskope from a few regions to a global leader over 10 years.

"Managing a global team is complex. My priority is being in the field - hiring, meeting customers and partners."

Since joining Netskope in 2021 as SVP of EMEA and LATAM, Bousquet has helped expand the company's footprint across the regions, recruiting talent, and landing new Netskope customers in financial services, healthcare, retail, manufacturing, government, and other industries.

Regarding growth expectations, Bousquet says: "The SASE market we focus on is growing 30 per cent annually. We aim to grow faster than the market."

"Initiatives like our new MSSP programme help partners address the SMB market. We also have momentum helping customers replace legacy VPNs that partners can capitalise on."

He says he doesn't foresee significant channel strategy changes, crediting Andrews for positioning Netskope with major service providers.

"I'll keep focusing resources on large providers and boutique security firms. It's a smooth leadership transition that was planned."

Investing and tackling challenges

Netskope is hiring rapidly as it scales globally, Bousquet says, and the company operates over 100 data centres worldwide - not using public cloud - for optimal latency and compliance.

"We're expanding into more countries, adding headcount and infrastructure. Today Netskope is around 2,500 employees, more than 1000 of those are engineers, developing the product, the code and infrastructure."

"We release features for emerging needs like securing AI with SkopeAI, supporting MSSPs, and replacing VPNs."

Partners can expect a loyal vendor that invests substantially in product capabilities, Bousquet said.

"I aim for strategic relationships with select, skilled partners - service providers, GSIs, boutiques - not opportunistic ones. We invest together to accelerate."

Bousquet says Netskope must identify customers using legacy vendors and convince them to switch.

"That takes product strengths and skilled teams. Our win rates are high when we get in front of customers, but it's complex selling. Customers want the right data security solution for their problems - it's not a procurement checkbox exercise."