Location: Plano, TX
Number of years in current position: 4
Number of years involved with indirect sales: 13
Twitter Handle: @N/A
Biography and Background:
The path to McAfee's Director of Worldwide Channel Operations has been an interesting journey - from owning a single program to taking on multiple, and from working within a single region to expanding globally Funny how "temporary" projects result in new responsibilities. Over 11 years, I've managed everything from front-end programs (deal registration, limited-time offers, and incumbency benefits), to back-end incentives (rebates and individual spiffs), and everything in between (partner compliance, MDF, and channel marketing ops). I worked previously in the telecom and embedded worlds in market research, marketing management, and product management. By far though, McAfee has been where I've earned my stripes and had the most fun. Being a part of transitioning McAfee from traditional models into newer routes to market has been the most exciting part, nurturing the partner care team (with a few mentees along the way) has been the rewarding part, and working with IT to build infrastructure and automate processes has been the most satisfying. On the personal side, I am married to Tony, a veteran US Navy intelligence officer, and we have a young son, Brian, and "foster failure" dog, Dixie. My hobbies include animal welfare work (legislation & rescue), travel, and hiking.
How have you personally helped advance your company's channel business over the past year?
I served as the channel lead on an 18-month project to migrate our CRM to Salesforce.com, streamlining and automating several processes along the way. Moving partners into a new platform was a monumental task that had many of us traveling the globe to oversee change management, and we are now layering new capabilities on top of the solid foundation we built. This past year, I took on direct ownership of our partner care team in Bangalore and have begun to harness their talent and ambition to support channels. Seeing the Indian team transform from administration into process owners and problem solvers has been amazing. The drive and persistence of that culture is remarkable, and seeing the country transform over 10 years (largely due to personalities like those on our team), has been among my career highlights. Lastly, in 2016, I also led the team that overhauled the deal registration process, enhanced our online partner locator, refined the partner rebate offer, launched an additional distributor rebate, refreshed program requirements to raise the bar for partnership, launched a Live Chat platform for partners, rolled out partner performance dashboards, mentored two individuals, and automated several partner-facing processes. Whew!
What are your goals for your company's channel business over the next year?
There are many, including a focus on strategic engagement with partners and working with partners to achieve better customer outcomes. My team's core focus is in driving our ease of doing business initiative. We are streamlining various transactional and partner lifecycle processes, while also investing in new tools to enable partners. Beyond our productivity improvement ambitions, we are looking at solutions that will foster greater collaboration between McAfee sales personnel and that of our channel.
What honors, awards or commendations have you won over the past year?
• Chicago Cubs Team Award - Recognized for leading our channel team through our Salesforce.com CRM implementation. Aptly named the Cubs Award since the project required such persistence. • Intel Security quarterly award nomination - our team was nominated for our company-wide award for the Salesforce.com implementation. The award went to very deserving engineers though. • 10 Year Service Award • Top 10 Women of Collin County - Program that honors women in my county annually for charitable service. • THLN board member of the year - A little more than a year ago, but I'm especially proud of my work in animal protection legislation.
Outside of your family, please name a woman you admire and why:
Melinda Gates - Her business success has been channeled to improve mankind. Their foundation is focused on education, disease eradication, and fighting poverty by enabling self-sufficiency. She's inspiring and has my dream job. Oprah Winfrey - She brought so many issues to light, then transformed her voice into solutions for living our best life. She is another great example of using her success to change lives for the better by building a school to educate and empower girls in Africa. The countless women in animal welfare - because they give up so much to help animals find happy endings.
What advice would you give to young women who want to begin careers in technology?
Study hard and listen more than you talk. Diversify your skill set so you have many options, seek mentorship from a person you admire, and don't forget to learn the soft skills you need to be successful. Take care of your loved ones, but take care of yourself first. Start your 401K on day one. Use your vacation time. Seriously. Lastly, find your passion and establish a pattern of giving back early. You need a successful career to enable the life you want to live, but serving a cause greater than yourself will bring you even greater fulfillment in life.
If you could be any movie character for one day in real life, who would you be and why?
I'd become whomever is the most powerful movie superhero so I could solve world hunger, correct injustices, save people from tyranny, eliminate poverty, and protect people and animals from abuse. The question said ANY movie character, so I figure why not aim big?
If you could travel to a city you've never been to before, all expenses paid, where would you go and why?
Tough one - depending on whether I'm up for relaxation or discovery, there are three key places I'd like to experience: Bora Bora, Tahiti - because it looks like a spectacular, untouched landscape. Antarctica - because the research happening there fascinates me. Bhutan - because they measure Gross Domestic Happiness rather than GDP. What a concept.
Previous WotC Woman of the Day: Christine Bufalini, RSA