CRN 2017 Women of the Channel Details


Carola Cazenave

Vice President, WW IBM Security, Routes to market, IBM

Location: Armonk, NY

URL: http://www.ibm.com

Number of years in current position: 4

Number of years involved with indirect sales: 11

Twitter Handle: @CarolaCazenave

Fun Facts:

Is fluent in another language
Enjoys public speaking
Has an advanced degree
Has an MBA
Has worked for a solution provider organization
Has a mentor
Is a mentor
Loves Spotify
Has a personal mantra
Had a lemonade stand
Has a blog

Biography and Background:
Carola Cazenave is a senior executive with more than 20 years of experience in multi-cultural business environments. Executive leadership roles include sales, marketing, routes to market, delivery services, sales center management, across diverse IT Market areas including PCs, Intel Servers, Services and Software, with specialty in e-commerce and Security. Ms. Cazenave consistently demonstrates her ability to build strong teams oriented to customer satisfaction and business results. Some of her key attributes are a contagious passion for the business, and the capacity to drive transformation and execution. Ms. Cazenave is today the Vice president IBM WW Security Business unit leading Sales and Business Partners across the globe. Her challenge is to built a flexible multichannel approach based on the constantly changing customer Buying behavior culture In the last 4 years under Carola's leadership, the Business partner Security Business grew 150% representing 40% of the IBM Security SW revenue and 70% of the volume. Carola led also successfully Business Partners Organizations in Latin America. Memeber of Endeavor and International Women Forum is passionate about Entrepreneurship, transforming and growing Businesses to the next leap.

How have you personally helped advance your company's channel business over the past year?
The Security Market is hyperfragmented and rapidly evolving. The Cyber attacks are every day more sophisticated and targeted. Building the right Ecosystem that can collaborate to protect clients from the real attacks is my mission. Having the right Products and Security Strategy, the right and flexible go to market /programs and building the trust in the ecosystem are the 3 key areas where we focused. We announced Programs that completed the flexibility needed (Expedited Rewards, Embeded SW Agreements ). a GTM Business Partners ONLY coverage in Commercial Accounts. We are leading the game in the security space with our flexible multi channel approach, supporting our BPs with their customers with Inside Sales and Technical Sales. Evolving the model from traditional lead passing to supporting the BP OI deals like we are doing with MaaS 360, allowing us to grow the SaaS BP business 53% YTY. We implemented Badges, a system to help sellers and Technical people on our Business partners to show their credentials in Social Media. We implemented a diverse enablement approach Self pace, On Line and Face to Face trainings helping Partner be more sohisticated and prepared in front of their clients on a Risk Based Strategy discussion.

What are your goals for your company's channel business over the next year?
During the last 4 years we have accomplished to outgrow the IBM Security BU. We want the same this year by growing our transactional business by 15% and exponentially growing our SaaS business 50% with Business Partners. The commercial Market has been identified as Partner only market and different business models and investments are being made to overachieve our targets. We will provide more Enablement , Channels ready end to end Offerings, Trandofrmational Workshops as we as Digital Workshops. Our CyberRange (the first WW) is available for our Business Partners and their clients.

What honors, awards or commendations have you won over the past year?
In IBM we have the Hundred percent Club when we achieve our targets. In 2016 several members of my team and I got to that award.

Outside of your family, please name a woman you admire and why:
I think our CEO Ginni Rometty is a role model. She had to stand up in a very difficult environment and decide to shift towards the transformation IBM has been doing. She was persistent and clear with the whole company (400.000 employees) on where she was heading and what she needed all of us to do. She is a great communicator and strategist and results are clearly beginning to show. I admire a person that can have 5/10 years clear vision and the capacity of communicating it and executing it in such a large and diverse organization. Kudos to Ginni!.

What advice would you give to young women who want to begin careers in technology?
If you are passionate about Technology follow your passion!. I think now is so common to see women in technology areas and the opportunities are bigger and bigger each year!. In Cyber Security we think there will have more than 1M opened positions for 2020!. If you are passionate about Technology and want to help in such an important matter for Governments and companies as Security. Join us!

If you could be any movie character for one day in real life, who would you be and why?
I just saw La la land with my family and loved how Emma Stone could show her confidence on herself, even when the rest of the world was not seeing what she was capable of. She was not exaxtly the "model" the world was looking for , but she managed to be herself, and achieve her objective of being a famous actress. I feel connected with her. As an Argentinian woman, I fought and sacrificed for what I believed. I achieved even more than what I always dreamed of professionally and personally. Is possible if you believe in yourself.

If you could travel to a city you've never been to before, all expenses paid, where would you go and why?
In my job I have traveled all over the world. I love that since I can have the opportunity to know places not only from a tourist point of view but from a cultural one. I connect with people that are working there, that are living there. Is just a blessing. I'm still have pending to go to Turkey, Israel, Russia, Maldives, Indonesia. I am blessed I met and learned from wonderful people in each place in the world.


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