CRN 2017 Women of the Channel Details

Dena Marean

Director, National Partners, Sungard Availability Services

Location: Seattle, WA


Number of years in current position: 1

Number of years involved with indirect sales: 18

Twitter Handle: @mrr_revenues

Fun Facts:

Has a female boss
Enjoys public speaking
Has worked for a solution provider organization
Has a mentor
Is a mentor
Loves Spotify
Has a personal mantra
Can ride a motorcycle
Had a lemonade stand

Biography and Background:
Dena Marean currently serves as the Director of National Partners at Sungard, driving new business models with strategic partners. Since 1996 Dena has been a connector of people, places and technologies. A curious mind and lifelong learner, Dena started working as a consultant for a Great Plains Accounting (MICROSOFT DYNAMICS) VAR. Learning how to manage and install software was the pivotal shift to sales at an IBM reseller. When the Internet boom came, Microsoft came calling and she transitioned into partner alliances. Broadening her skill set, Dena spent years working in channel marketing and channel program management at Alcatel/Lucent (Now Nokia), Microsoft and VMware. Weekends, Dena turns into a Glamper on the beaches of the Washington and Oregon coast in her Vintage 1965 Airstream.

How have you personally helped advance your company's channel business over the past year?
The channel team enabled partners to shift from conventional revenue models into a new monthly recurring revenue strategy. Leading partners to their existing customer base to drive quick adoption in this model required new field sales training. Coaching salespeople to shift into asking new questions and helping customers realize business outcomes was a particular focus for Dena. Helping field sales find the right types of customers where the solution is a good fit created a longer term relationship with the partner and the customer.

What are your goals for your company's channel business over the next year?
Transforming partner sales models based to the digital transformation of customers using marketplaces is a particular focus in 2017. Not another Lunch and learn! Commitment to change, measurement and commitment to action that is based on customer business outcomes will continue to be Dena's passion. #100InOne - New partners and agents talking about business outcomes in 2017.

What honors, awards or commendations have you won over the past year?

Outside of your family, please name a woman you admire and why:
I have been blessed to have many courageous women in my life today, Through time I have worked with women in various stages of life. Mothers, Sisters, Widows . Cancer survivors. Politicians and Volunteers. Advocates, Coaches and Part Timers. Hired and Fired. Athletes and Yoga posers. I would be remiss if I just called out one. It is how we show up and persistently support each other during these stages on this thing called life that matters. What a beautiful collection of faces I see every day.

What advice would you give to young women who want to begin careers in technology?
Listen, Learn and Lead. Be willing to really hear a point of view you may not agree with. Learn from stepping out of your comfort zone. Focus, Focus. Focus. Become a subject matter expert by going deep in an area of technology and lead your career with that. Commit to you and your plan in life. Nobody knows you better than you. Remember to tell yourself everyday how grateful you are for all you have done and all you will do. Thank people when you meet them. Thank them when you leave.

If you could be any movie character for one day in real life, who would you be and why?
Lara Croft, I am a curious life long learner and I love, love, love adventure. Speaking several languages and searching for the greatest archaeological sites would be incredible. If I could wear yoga pants, a tank top and pole vault into a helicopter after lunch, that would be a good day. Who doesn't want to speak in a fantastic British accent? I want to know what is in Pandora's Box.

If you could travel to a city you've never been to before, all expenses paid, where would you go and why?
Paris. The Louvre, Musee d'Orsay, Musee de Montmarte, Musee Picasso, Musee Rodin, Petit Palais. Art. "Then what are we fighting for?" Winston Churchill

Unedited Content Provided By Participants