Vice President of Channels, APC by Schneider Electric
Location: West Kingston, RI
Number of years in current position: 9
Number of years involved with indirect sales: 20
Has a mentor
Is a mentor
Biography and Background:
Shannon joined APC by Schneider Electric in 2007, initially as the Director of Distribution. Today, as Vice President of Channel, she is responsible for driving revenue, strategy and profitability within the North American Channels organization. Under Shannon's vision, the Channel team, which consists of IT Distribution, Direct Market Reseller, Regional Partners, Electrical Distribution, Dell, and Retail, is focused on increasing business effectiveness, creating strategic relationships, driving growth and improving customer satisfaction. With more than 20 years of channel experience, Shannon has been recognized for her high performance and leadership. Her awards include CRN's Channel Chiefs for 2015, 2016 and 2017, CRN Magazine's Top Women of the Year and CRN's prestigious 100 Most Powerful Women in the Channel from 2010 - 2016. Prior to joining APC by Schneider Electric, Shannon served as the Director of Distribution and DMR for Philips Consumer Electronics. In that role, she focused on developing sales and marketing strategies for both channels. While at Philips, Shannon was recognized by Philip's executive team with the 2005 Channel Excellence Award for her dedication and commitment to the channel. She also worked for Vivendi Universal for five years gaining strong retail experience as a National Account Director.
How have you personally helped advance your company's channel business over the past year?
This year, APC by Schneider Electric launched the physical infrastructure industry's first dedicated power managed services practice for partners, expanding on the existing Global Channel Partner Program. The program includes technical integrations, dedicated support, business enablement, profitability incentives specific to MSPs, and an overall improved partner experience. Additionally, a specialized track in the partner program will give MSPs the ability to systematically monetize power management & monitoring within their businesses. Additionally, in 2016, we worked with a target group of accounts looking to make investments and enhancements to their eCommerce platforms, and were able to help drive an increase of syndicated content traffic by 53%. Our partners are faced with a more educated, thriftier, and more digitally savvy customer than ever before. As a result, those customers expect a seamless digital buying experience with high quality content. Lastly, our partners have been noticing a large opportunity in the K-12 space over the last several years, largely due to the Federal Government's increased funding for IT infrastructure upgrades. Not only are APC products eligible for E-Rate funding, but this year, we launched a stackable, instant discount for partners selling to K-12 to help our partners capitalize on the digital classroom opportunity.
What are your goals for your company's channel business over the next year?
Help our partners capitalize on opportunities in localized Edge Networks, through co-branded marketing initiatives, innovative new offers, and incentive programs to drive their business in those areas. Add more qualified partners and improve partner profitability & experience through continued evolution of our Channel Partner Program, including enhancements to our Opportunity Registration Program & other key financial incentives, and increased enablement efforts around marketing and ecommerce. Increase the amount of recurring revenue going through partners via our Managed Services Program. We'll be enhancing the program to enable our MSP partners as they bring proactive power management & monitoring to their customers.
What honors, awards or commendations have you won over the past year?
CRN's Channel Chiefs 2016 and 2017, CRN's 50 Most Influential Channel Chiefs 2017, CRN's 100 Most Powerful Women in the Channel 2016
Outside of your family, please name a woman you admire and why:
My niece, Kalen, who died of brain cancer at age 17. I wish I could have half the grace, strength and positive attitude that she had through the toughest fight of her life. She inspires me every day to try and be a better person and live every day to the fullest!
What advice would you give to young women who want to begin careers in technology?
Think, dress, and act for the job you want, not for the job you're in currently. Always think one level up from where you are now - anticipate your boss' expectations so you're always prepared. That would be my advice to any young professional, not just women.
If you could be any movie character for one day in real life, who would you be and why?
Rocky because he had the eye of the tiger!
If you could travel to a city you've never been to before, all expenses paid, where would you go and why?
Hawaii to relax!
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