CRN 2017 Women of the Channel Details

Shawn Trotter

Vice President, Dell EMC

Location: Round Rock, TX


Number of years in current position: 18

Number of years involved with indirect sales: 3

Twitter Handle: @trottershawn

Fun Facts:

Enjoys public speaking
Has an advanced degree
Has worked for a solution provider organization
Has a mentor
Is a mentor
Loves Spotify
Has a personal mantra
Has written a book
Had a lemonade stand
Always wanted to be an Olympian

Biography and Background:
• I have been at Dell for 18 years and have held several sales roles, including: • Inside Sales Rep - K-12 Sales: 1999 • Inside Sales Leader - K-12 Sales: 2000; Senior Leader 2005 • Regional Sales Director - State/Local: 2005-2010; Expanded into Government/Higher Ed market • Executive Director - Federal Sales: 2010-2013 • Executive Director - Global Sales Channel 2013-2016 • Vice President - Inside Sales North America: 2016-current Prior to Dell, I worked for a Miller Distributor where I cut my teeth in sales. I also worked as a Police Dispatcher at the Austin Police Department upon graduating from Concordia University with BA degree in 1998. I am passionate about giving back both inside of work and out. At Dell, I was part of the founding board for the Dell Veterans Employee Resource Group, lead a large informal employee interest group and participate in Meals On Wheels. Outside of work I volunteer within my church youth group mentoring middle and high school girls. I am also active with Rescue Her, which is founded to battle human trafficking.

How have you personally helped advance your company's channel business over the past year?
We set aggressive targets for growth this year. I am proud to say that our team over-delivered on almost every target that was put in front of them, including significantly outpacing market growth and delivering record breaking Net Promoter Scores (NPS). We accomplished this by launching a number of programs focused on teams and partners. Including: • Expansion of our coaching program to ensure that every interaction with a partner was targeted at understanding their objectives and capabilities • Facilitated panels and committees with partners to understand where we were strong and where we needed to improve - making real-time adjustments • Read every comment in our employee survey and focused our leadership efforts on improving culture • Re-designed sales territories to improve coverage resulting in phenomenal business growth, enabling us to retain our top talent and reduce attrition At the end of the day, I have the most extraordinary team of channel sales professionals in the industry. They are one team with one mission - to delight their partners and helping enable them to grow. When they grow, we do too.

What are your goals for your company's channel business over the next year?
My goals this year will continue to be centered on being the best place to work and having the best channel team in the industry, period. We will continue to educate our teams and look for ways to improve their productivity so they can spend their time 100% focused on their partners. I want my team to be the most responsive team in the industry but also a trusted advisor who is manically focused on enabling partner growth. We will measure these objectives with both internal employee NPS and external partner NPS.

What honors, awards or commendations have you won over the past year?
• CRN Woman of the Channel: 2016 Honoree. Awarded by CRN. • 'Go Big, Win Big' Global Business Unit VP Award: Winner - Prestigious company award to the team outpacing business market growth. Awarded by Marius Haas, President and Chief Commercial Officer • Exceptional Business Results Award: Second Place - Business Unit team award given to my team. Awarded by Marius Haas, President and Chief Commercial Officer • Tell Dell EMC - Rock Star Award: Individual/Leader - Internal employee survey status to leaders receiving above 90% satisfactory rating in all categories; award recipient 10 consecutive years. Awarded by Dell Technologies

Outside of your family, please name a woman you admire and why:
Mother Teresa, as I am inspired most by those who sacrifice to serve others. She gave up worldly possessions and family to serve those whom no one else would care for. She opened hospices and orphanages for the poor so that no one would be alone. She inspired others to love and serve through her actions and not just through her words. My favorite quote from her: "Spread love everywhere you go. Let no one ever come to you without leaving happier." If we can all leave everyone/everything better than we found it, the world would be a better place.

What advice would you give to young women who want to begin careers in technology?
Work hard, be adaptable to change and be a perpetual learner. Most importantly, be passionate about what you do. At Dell Technologies we believe that progress lives at the intersection of technology and humanity and that our role is to bring innovation to people everywhere so they can thrive in the digital economy. We believe that technology exists to enable human potential. Live itbecome a trusted advisor for the customers that you serve, so that you can enable them to evolve and continue to change the world. If you are passionate about what you do, you will be successful.

If you could be any movie character for one day in real life, who would you be and why?
Growing up I was certain I wanted to be a lawyer and eventually a judge. It only took a couple years in college to figure out that wasn't my passion. Since then however, I have been fascinated with movies or television shows involving trials. If I could be a movie character for a day it would likely be Erin Brockovich because of her role in tackling PG&E for poisoning a small town water supply. My alter ego might have me take a role in any movie where I was a great dancer since that doesn't come naturally!

If you could travel to a city you've never been to before, all expenses paid, where would you go and why?
My happy places include mountains, beaches, long hikes and good food (and maybe a little wine)! Being near the water allows me to be quiet and still. In this fast paced world, it is not always easy to find a place to unplug. Some vacations are packed with activities which can be fun. However, they do not always offer a true re-charge. I need those times to refuel so that I can come back to the office energized for my team and my business. If I were to pick anywhere that would offer everything, it would be the Italian Riviera.

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