CRN 2017 Women of the Channel Details


Heather Wilcox

Client Solutions Channel Field Marketing Director, Dell

Location: Helotes, TX

URL: http://dell.com

Number of years in current position: 3

Number of years involved with indirect sales: 18

Twitter Handle: @HeatherWilcox1

Fun Facts:

Has worked for a solution provider organization
Has a mentor
Is a mentor
Had a lemonade stand

Biography and Background:
With over 18 years of channel experience, Heather Wilcox resides on the Dell Client Solutions Field Marketing team and assists in developing client business initiatives to drive accelerated client solutions growth through the channel partner community. Top priorities include ensuring our programs are competitive and defining an enhanced GTM strategy for customer acquisition/expansion for rugged & workstations. Heather is also responsible for helping to grow Dell's Mid-Market partners which represents 25% of the company's North America channel business.

How have you personally helped advance your company's channel business over the past year?
I was responsible for developing and driving much of Dell/EMC's go to market plans for our two most profitable client lines of businesses- Latitude Rugged notebooks and Precision workstations. My efforts delivered record results which included triple digit growth for our rugged line and double digit growth for workstations- which allowed Dell/EMC to become #1 in workstations share in North America. From a Mid Market partner perspective, I assisted in growing their revenue and margin business year over year by working closing with strong sales leaders to drive quarterly client initiatives.

What are your goals for your company's channel business over the next year?
Our Channel goals are simple- Dell/EMC wants to be predictable, profitable and easy to do business with. Dell/EMC's core priorities include sales alignment, strategic partner focus, improving our partner experience and investing in our greatest asset- our channel team. Hands down we have the strongest channel team in the industry. Specifically for client, Dell wants to grow our premium notebooks, remain #1 in workstations, win acquisition business and work with partners to ensure they're attaching services, Dell/EMC's best in class security solutions and our ecosystem of peripherals.

What honors, awards or commendations have you won over the past year?
I received two awards from Dell/EMC's senior management team for my individual accomplishments in 2016.

Outside of your family, please name a woman you admire and why:
Eleanor Roosevelt remains my number 1 inspiration. I also admire several women leaders that I work with on a daily basis at Dell/EMC. They are so dedicated to making Dell/EMC's channel business successful but still ensure their family is a priority.

What advice would you give to young women who want to begin careers in technology?
I attended a Women's Conference recently and heard a presenter say: "Leadership is a Verb" which I think about daily. Be open minded, be a team player, and lead by example- even when you don't think anyone will notice. It's also important for young women or men starting out in any industry to find a mentor that you can meet with on a normal cadence. Ensure you're having fun at work and that you love what you do.

If you could be any movie character for one day in real life, who would you be and why?
Sylvester Stallone in the Rocky Movie Series. He was an underdog but always managed to win by outsmarting his competitor. Who would have thought that Dell/EMC would dominate in the market 10 years ago? We get stronger each year!

If you could travel to a city you've never been to before, all expenses paid, where would you go and why?
I've had a fascination with Paris since I was in junior high. I would take my entire family and experience the rich history the city represents. I would also come back 10 pounds heavier from the delicious cuisine.


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