CRN 2017 Women of the Channel Details


One of our "Power 100 Vendors"

Victoria Grey

Chief Marketing Officer, Nexsan

Location: Campbell, CA

URL: http://www.nexsan.com

Number of years in current position: 0.7

Number of years involved with indirect sales: 20

Twitter Handle: @vagrey

Fun Facts:

Enjoys public speaking
Has worked for a solution provider organization
Is a mentor
Has a personal mantra
Can ride a motorcycle

Biography and Background:
Victoria has more than 20 years of experience in technology sales and marketing, with a specialty in the infrastructure market. She joined Nexsan from Gridstore (now HyperGrid) where she was Chief Marketing Officer of Worldwide Marketing. While at Gridstore she led the marketing efforts for the company's launch into the hyperconverged infrastructure market, resulting in a year-over-year growth of 343%. Prior to Gridstore she was at Nexsan where she was Senior Vice President of Worldwide Marketing and drove the complete rebranding of all aspects of the company, driving significant growth rates through a worldwide network of partners. Before Nexsan Victoria held a number of senior positions at market leading companies, including Quantum, EMC and Legato. She was named a "Woman of the Channel" in 2013, 2014, 2015 and 2016, and "Channel Chief" in 2015 and 2016.

How have you personally helped advance your company's channel business over the past year?
Nexsan has been dedicated to the channel since its inception. Nexsan was one of the first companies to offer very aggressive deal registration opportunities for partners, and its partner program has grown to be best-in-class. We offer robust margins, add-on product and services opportunities, extensive partner training, co-selling and pre-sales support, and marketing assistance and tools. Over the past year we've added opportunities to earn additional money selling Nexsan through innovative SPIF programs, additional services partners may resell, and the introduction of new product lines with unique differentiation. We launched a series of partner engagement and education events - NexStep - in several US cities, open to all authorized partners, and including participation by Nexsan senior executives. We bring this to London in Q2. We revamped our MDF program to allocate funds to US and EMEA to enable partners to plan better their use of co-marketing opportunities. We launched the use of PRM from salesforce as our new partner portal to seamlessly track partner lead assignment and opportunities. Finally, we introduced our Custom Campaign Creator, a simple tool that allows partners to leverage a Nexsan campaign but co-branded with them, into their database and receive all leads via the portal.

What are your goals for your company's channel business over the next year?
It is our intention to not only recruit, onboard, and enable new partners, but very importantly to engage more deeply with our current extensive and dedicated channel. We are doing this through several means, such as better more timely communication, customer promotions that are sponsored by Nexsan but only fulfilled through the channel, SPIFs that align our goals with the channel's drive for new customers, increased MDF funding, and co-marketing support. We intend to grow our channel business in the double digit range.

What honors, awards or commendations have you won over the past year?
Channel Chief 2016; Elected to neighborhood board; Clark University Regional Leadership Board

Outside of your family, please name a woman you admire and why:
Angela Merkel. She took the brave but controversial position of supporting massive immigration from the middle east into Germany despite extensive criticism, and has stood her ground about how the country will benefit in the long run through this. She has also had to endure boorish behavior from several American presidents (Obama excepted) and withstood it with grace.

What advice would you give to young women who want to begin careers in technology?
Go for it! There has never been a better time for a woman in tech - while it is still a male dominated world, there is tremendous interest and desire for the industry to embrace women in roles they've been under-represented in. Stand up for yourself, have confidence, and enjoy the ride.

If you could be any movie character for one day in real life, who would you be and why?
Ripley from The Alien. She kicks ass against extra terrestrials but is soft on kittens.

If you could travel to a city you've never been to before, all expenses paid, where would you go and why?
Reykjavik. It's the heart and soul of Iceland, a fascinating country that is relatively low in population, very rugged, and still bears the mark of its Viking history. The people are remarkably homogeneous and their language is supposedly the hardest in the world to learn. I'd love to see both the city and the country, and to get to know Icelanders and understand what their daily lives are like.


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