CRN 2017 Women of the Channel Details


Pilar Schenk

VP, Global Channel Sales Planning and Operations, Dell EMC

Location: Austin, TX

URL: http://www.dell.com

Number of years in current position: 1

Number of years involved with indirect sales: 1

Twitter Handle: @Pilarschenk

Fun Facts:

Is fluent in another language
Enjoys public speaking
Has a mentor
Is a mentor
Has a personal mantra
Had a lemonade stand

Biography and Background:
I lead Dell EMC's Global Channel Sales Planning and Operations. A 12 year veteran of Dell, I have been tapped to lead key transformations across the company including the GTM transformation to move to a more Solution Selling focus, Business Intelligence to create a single Global Business Management System, and Sales operations defining the model for Commercial Sales Operations. Most recently I led the PMO on the Dell EMC IT Integration which meant leading a team to define how we come together, what we will do for day 1 and the key capabilities to best enable our deal synergies. I am based in Austin, serving as an active supporter of March of Dimes, BrainCancer Research, and PBS-KLRU. Pilar is married, with two adorable little boys and baby on the way.

How have you personally helped advance your company's channel business over the past year?
As the new leader of the combined Dell EMC channel sales planning and operations team we have a great opportunity to build a combined business taking the best of what legacy Dell and EMC built over the years. My role was to create the operational vision, how we would make it easy for our partners. We were building a new business, a new program, new ways of interacting, the first piece of work we ran was what was the end to end partner experience. What would it be, what should it be, and more importantly how do we get there? We kicked off a ton of initiatives from this including working to ensure we had one portal to access everything a partner would need across Dell EMC's Channel program, one deal registration process, one way to get paid. We also invested in surge capacity knowing this was a change so we could stay close to partners as we became one.

What are your goals for your company's channel business over the next year?
Our goal is to deliver the most simple, predictable and profitable program to our partners. This will be the benchmark year as we combine as a company setting the standard for how we will operate together. We plan to grow our overall channel business while also driving a simpler experience to work with us and profitability for both our partners and Dell EMC.

What honors, awards or commendations have you won over the past year?
In the last year I have been recognized by Michael Dell for my work on the Dell EMC integration as well as a graduate of the GOAL development program led by our Vice Chairman, Jeff Clarke. Personally I have been nominated at home as "the best cooker" and as a mom "who does a lot of stuff"

Outside of your family, please name a woman you admire and why:
After watching the elections this year I often wonder how difficult it must be to run for President as a woman. I admire Hillary Clinton. She showed the world that women can stand beside men, we can handle the "rough" talk, and still persevere. I did not always agree with her politically but I think it takes a special woman to put herself out there like that, and do so with grace and courage in what has always been a man's role.

What advice would you give to young women who want to begin careers in technology?
Technology is changing the way we live now, and will only drive more change in the future. If you want to drive that change, technology is a great industry. As a woman in technology you must remember to be bold, lean into the change, and thing big. It is ours to shape, and we must always know that we have a seat at the table.

If you could be any movie character for one day in real life, who would you be and why?
Honestly no interest in being a movie character, quite happy with my own real life.

If you could travel to a city you've never been to before, all expenses paid, where would you go and why?
I would go to Havana, Cuba soon. The allure of going to a country so close to the United States yet seemingly stuck decades behind is fascinating to me. We read about what it is like to have lived in those times, or even in Cuba, but nothing compares to experiencing it culturally.


Unedited Content Provided By Participants