CRN 2017 Women of the Channel Details

One of our "Power 100 Vendors"

Pam Johansen

Senior director, Worldwide Channel, BMC Software

Location: Houston, TX


Number of years in current position: 7

Number of years involved with indirect sales: 14

Twitter Handle: @PamJohansen_

Fun Facts:

Has a female boss
Enjoys public speaking
Has an advanced degree
Has an MBA
Has a mentor
Is a mentor
Has a personal mantra
Can ride a motorcycle
Had a lemonade stand
Always wanted to be an Olympian

Biography and Background:
My journey started in a small town in the Midwest where I grew up in a farming community and graduated with a BA from the University of Nebraska-Lincoln. While at BMC, I was accepted into an executive program at American University where I received my MA in Organizational Development. For the past nineteen years, I have provided worldwide channel partner leadership, change management, and process improvement for BMC Software. I began my career with BMC Software as a sales education consultant and progressed through the ranks to senior director, Worldwide Channel, where I have championed new go-to-market strategies, channel partner transformation, and offshoring strategies to drive cost efficiencies and improve revenues.

How have you personally helped advance your company's channel business over the past year?
Over the past year, the most significant programs I have championed for the BMC channel have been deal registration and the design of the Partner Readiness and Education Program (PREP). Partner deal registrations, which signify new opportunities for BMC, experienced a year-over-year increase of 92 percent. These new deal registrations convert into revenue for BMC. The PREP program is designed to remove barriers for partners to get certified. With the delivery of this program, approximately 400 partner individuals will achieve certification this year, which equates to an estimated 900 new partner certifications over the last two years. Certified partners are more likely to provide successful implementations, which increases revenue and enhances customer experience.

What are your goals for your company's channel business over the next year?
• Skill and Focused Resources: Continuing to enable our partners through sales badging and certification into areas that are lacking an adequate number of certified and badged partner resources. Additionally, moving towards the "Genius" knowledge being im

What honors, awards or commendations have you won over the past year?
Tenth consecutive CRN 5-Star Partner Program Award

Outside of your family, please name a woman you admire and why:
Role models can change yearly based on your personal and professional goals. I currently want to keep developing and evolving in my professional life. I admire my current boss: she sets a high standard, which I strive to attain. Each day, I learn something new from her that I can include in my skillset, may it be in leadership, working with executives, or building an executive presentation. Being open to coaching and feedback helps me grow as an individual.

What advice would you give to young women who want to begin careers in technology?
Every role that you perform and skill that you learn in your professional journey will play a part in your future positions: from the knowledge you gained in high school to the last position you held. It is like little tidbits you pick up along the way. Reflect on those skills and apply them to new applications you encounter in the ever-changing world of technology. Women bring unique skills to the channel: leverage your ability to multitask. Be flexible and ready to change on a dime. Curiosity and a willingness to expand your comfort zone are key.

If you could be any movie character for one day in real life, who would you be and why?
Maria Altmann from "Woman in Gold." Maria escaped Austria after the arrival of Nazi forces, coming to the US and starting her life over, leaving her friends and family. What appeals to me about Maria is her great strength to go on and make a life that required great determination. She took on her former country to do what was right for her family, pursuing the property that belonged to them. I would like to have the determination and strength that she had as she went through her life, still cherishing her past and moving forward with her future.

If you could travel to a city you've never been to before, all expenses paid, where would you go and why?
I have been to many cities around the world, but I would most like to travel to Copenhagen, Denmark at Christmastime to reconnect with my heritage. The stories you hear when you are younger provide a glimpse into your family history. Knowing where your family came from is important and provides continuity and an enhanced understanding of your family and yourself. Christmastime would be the perfect time of the year to visit, when Copenhagen is decorated for the holidays.

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