CRN 2017 Women of the Channel Details

One of our "Power 100 Vendors"

Heather Tenuto

Vice President, Channels, ShoreTel

Location: New York, NY


Number of years in current position: 4

Number of years involved with indirect sales: 17

Twitter Handle: @heathermtenuto

Fun Facts:

Enjoys public speaking
Has an advanced degree
Has worked for a solution provider organization
Has a personal mantra
Had a lemonade stand

Biography and Background:
Heather Tenuto is the Vice President of Global Go to Market Strategy and Channel Programs at ShoreTel, where she empowers ShoreTel's channel to take advantage of evolving technology and the market's demand for new and innovative solutions. Prior to ShoreTel's acquisition of M5 Networks in 2012, she spent five years at M5 in a variety of roles including sales and channel management, enablement, and operations and served as the vice president of marketing from 2008 through 2011. Before that, Tenuto brought her innovative sales and education experience to channel and distribution companies in many industries including technology, insurance, manufacturing, retail, agriculture and health care in both enablement and direct sales roles. Tenuto has a Bachelor of Arts degree from New York University and Masters of Arts from City University of New York

How have you personally helped advance your company's channel business over the past year?
Over the past year, we have worked hard to to accomplish an overall business transformation that could support our channel partners as they accommodate and excel in both on-premises UC and UCaaS offerings. Our evolving partners have had to adapt from one-time revenue to a recurring revenue business model. The channel team has created ongoing programs along with providing marketing and educational support to help partners increase their visibility and demand generation expertise. These programs are available to all ShoreTel channel partners. Additionally, we have corporate and field marketing teams that have developed campaigns and specific programs to help educate those partners who are most interested in working with UCaaS service offerings. The programs and campaigns help partners further their knowledge of how to run a cloud-based business as well as helping them to improve their overall marketing expertise.

What are your goals for your company's channel business over the next year?
Over the next year, we hope to continue to expand programs that increase the partner's role in the sale and delivery of cloud services both globally and domestically. We are also looking to expand our education content around our subscription services to give partners tools that help expand their businesses, especially around new opportunities in cloud UC.

What honors, awards or commendations have you won over the past year?
Channel Chiefs CRN 2017

Outside of your family, please name a woman you admire and why:
Eleanor Roosevelt is one of my favorite historical figures. Not only was she a champion for human rights, she elevated the role of First Lady in a way that reflected the truth of the times. She, like so many women during WWII, served tirelessly to support her family and the nation. It amazes me that "First Spouse" continues to be an unpaid job.

What advice would you give to young women who want to begin careers in technology?
Fearlessness and flexibility will serve any woman looking to begin a career in technology today. No industry moves faster, plus market needs and roles change quickly. Have an undisputable position on who you are now, who you want to be in the future and a willingness to adapt to all the things that will evolve around you. Be willing to pursue and accept roles that you are not (yet!) completely qualified for, and then work hard to be the best at what you do.

If you could be any movie character for one day in real life, who would you be and why?
I am a space movie nerd so I am compelled by inter-galatic law to answer Princess Leia. I'd probably prefer to be someone who actually got to pilot an x-wing fighter though.

If you could travel to a city you've never been to before, all expenses paid, where would you go and why?
I have not yet been to Spain so I'd choose Madrid and I'd bring my daughter. I think people underestimate how important understanding the size of the world and the diversity of cultures are to raising well-balanced children, especially in the US. I am very fortunate to be able to travel with my daughter and give her first-hand experiences. I can see how it makes a real difference in her perspective.

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