CRN 2017 Women of the Channel Details

Annie Rooke

Manager, Western Channel Sales, Red Hat, Inc.

Location: Capitola, CA


Number of years in current position: 2

Number of years involved with indirect sales: 24

Twitter Handle: @rookeannie

Fun Facts:

Is fluent in another language
Enjoys public speaking
Has worked for a solution provider organization
Has a mentor
Is a mentor
Has a personal mantra
Has completed a marathon
Can ride a motorcycle
Has written a book
Had a lemonade stand

Biography and Background:
Annie Rooke, manager, Western Channel Sales at Red Hat, is a 25-year technology sales professional, born and raised in Silicon Valley when the valley was still mostly orchards. She graduated from the University of California, Santa Cruz, fell in love with the beach and hasn't left. Annie has held a number of channel sales and management positions throughout her career with companies such as SurfControl, IronKey, Endace, Aruba, and CA. In her current role she says she manages what has to be one of the best teams she has ever had the pleasure of working with for a company that 'gets it.' In her spare time, she loves swimming, yoga, running, and spending time with family.

How have you personally helped advance your company's channel business over the past year?
During the past year I worked with my team to further our partners' knowledge of our emerging technologies through the launch of our Application Platform Partner (APP) Initiative. This initiative is designed to increase middleware sales by building deep and lasting relationships with skilled middleware partners in North America. In this new model, enterprise middleware subscription and services activity will now be partner led with support from Red Hat enterprise sales, Red Hat consulting, middleware SSP sales, SA's, and other supporting functions. Additionally, I made it my personal goal to recruit more focus partners and succeeded by recruiting five net new focus partners for my region. These partners were people that I have worked with in the past but that Red Hat did not previously have a relationship with. I was able to leverage my relationships and past business dealings with them to sign them and am happy to say they are all now transacting with Red Hat.

What are your goals for your company's channel business over the next year?
In an effort to deepen our relationships with our partners, I am leading the charge of putting together an Executive Sponsor Ownership Program. The goal of the program is to connect Red Hat channel leaders - in this specific case the VP of my region - with partner executives. Business is all about relationships and I am excited to work with someone who feel the same and is eager to develop those relationships with our partners. Additionally, I am working towards our partners having a more balanced mix of offerings from Red Hat's product portfolio, specifically around our emerging technologies.

What honors, awards or commendations have you won over the past year?
The most rewarding award I received last year was World's Greatest Auntie from my 8-year-old niece. I was the one who got her interested in horseback riding and she won her first ribbon last year - a blue first-place ribbon. She in turn presented that ribbon to me and I was so honored to receive that from her.

Outside of your family, please name a woman you admire and why:
Angela Merkel. She is smart, confident, savvy, a humanitarian, and able to hold her own in any male dominated setting.

What advice would you give to young women who want to begin careers in technology?
Go to college, get a degree, and don't take "no" for an answer. Don't be intimidated by the male to female ratio that exists in the tech world. If I had listened to the people who told me I wouldn't be considered for a promotion or a job - advice that usually came from men - I wouldn't be where I am today. If I had sat quietly in meetings when I was the only female in the room and not voiced my opinion then I wouldn't have advanced my career. Work hard, don't hold back, and don't be intimidated.

If you could be any movie character for one day in real life, who would you be and why?
Dorothy Gale from Wizard of Oz. This movie fueled my imagination for years. She had her adventures but knew her heart would always be at home with the friends and family she loved the most.

If you could travel to a city you've never been to before, all expenses paid, where would you go and why?
Bora Bora. It's my dream to go and I think it's the most beautiful place on the Earth. I've only ever seen photos but they always make it look gorgeous and like a dream come true.

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