CRN 2017 Women of the Channel Details

Pamela McCray

IBM Client Director, North America, Tech Data, IBM

Location: San Antonio, TX


Number of years in current position: 6

Number of years involved with indirect sales: 6

Twitter Handle: @pdmccray

Fun Facts:

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
Has completed a marathon
Can ride a motorcycle
Had a lemonade stand
Always wanted to be an Olympian
Has a blog

Biography and Background:
I lead the North America IBM relationship for IBM's largest Global Solution Distributor, Tech Data. For 2017, my strategic imperative is to successfully integrate the IBM business for Avnet and Tech Data. I was chosen to lead this initiative because of my deep channel experience and insights, as well as my passion for transformation in a rapidly changing partner ecosystem and technology landscape. Giveback" is part of my DNA. I have fun being the Executive sponsor for two IBM Sales Schools and the IBM Women Emerging Leaders. I participate in STEM mentoring with a local girl's club, and I am very engaged in Impact San Antonio, a women's philanthropic organization, that provides over $300,000 in grants to support non-profit community projects. "Pam has been a highly engaged and loyal member of Impact San Antonio. She has served on numerous grant review committees where her leadership experience, sound judgment, and relationship skills have served our membership well. Regardless of how busy she is professionally, she is one who consistently "shows up" to support the organization." Beverly McClure, Impact SA President.

How have you personally helped advance your company's channel business over the past year?
I recognized a key opportunity to work with Tech Data on designing and delivering a new Partner IBM SAAS Enablement Program. I wanted to create excitement and action based outcomes with our partners verses passive listening on a standard webinar. Tech Data's SAAS brand leader and I co-created the messaging. I arranged for IBM Subject Matter Experts to demonstrate the tools on the webinars, and to record "brainshark" videos for future reference. I recommended the Enablement be delivered in "consumable chucks" or phases to allow the Partners time to absorb the information and to build their skills by actually using the tools. • Phase I: Webinar on market dynamics, changing buying behavior, Monthly recurring revenue model (Cash Flow Modeling tool) • Phase 2: Workshop held with Top 20 Resellers using IBM Watson Explorer (tool) and analytics to identify new clients • Phase 3: Webinar on Financial selling and demo of Tech Data Digital Proposal Tool for partners to quickly build and customize proposals. "Our SAAS Enablement program, that included easy to use tools, helped Tech Data grow our SAAS business by high double digits in 2016." Mark Martin, Tech Data NA GM

What are your goals for your company's channel business over the next year?
My goal is to enable revenue growth in the strategic areas below: • Cloud Market Places - Increase number of IBM SAAS solutions in Tech Data's Cloud Marketplace and interface with IBM and Third Party Marketplaces • New Partner types - Identify, Recruit, and Enable - focus on ISVs, System Integrators, Managed Service/Cloud Service Providers, Cloud Developers • Accelerate Partner Growth with New Customer logs by working with IBM Digital team • Enhance skills of traditional partners - focus on new opportunity areas - Linux with Open Databases, Software defined Storage, and converged partnerships

What honors, awards or commendations have you won over the past year?
• IBM NA Channel Most Valuable Player Q2, "Pam has been a valuable asset to Tech Data. She has made a huge impact to our business and we have had a successful long term relationship utilizing her cross functional experience to help drive our growth." Mike Houghton, Tech Data, Sr. VP Sales • IBM Faculty Acknowledgement (Global Sales School Sponsor) • "I have had the pleasure of working beside Pam on the Animal Defense League Board (ADL). She has shown great vision coupled with a dedication to our mission that makes her an ideal leader." Anna Laura Howell, President

Outside of your family, please name a woman you admire and why:
I admire Rosa Parks. She graces a poster in my office that states - "sometimes you have to sit down to stand up". This quiet working woman showed amazing courage in refusing to give up her seat to a white passenger in the heart of the segregated south in 1955. Her arrest and guilty trial verdict sparked an opportunity for real change. The combination of legal action, backed by the unrelenting determination of the African-American community, made the 381-day Montgomery Bus Boycott one of the largest and most successful mass movements against racial segregation in history.

What advice would you give to young women who want to begin careers in technology?
My advice is to find a mentor(s) that can help guide you with your current organizational landscape, as well future business challenges and opportunities. Focus on networking and building connections - within your own company as well as other technology providers. Invest in building community relationships (Incubator programs, Meet ups, STEM groups). Schedule time to read/explore technology and industry information EVERY DAY - invest in your skills. Most importantly, the corner stone of any long term successful career - you MUST bring trust, integrity, and transparency into your relationships.

If you could be any movie character for one day in real life, who would you be and why?
I would be Lucy Ricardo. Lucy was an adventurous, fearless, and hilarious woman - ahead of social acceptance at the time. She paved the way for the future of women in comedy and women's roles in society. She was the first woman on TV in a multi-ethnic marriage and the first pregnant actress. Lucy was determined to achieve her goals - whether she had all the "skills" or not. She had a strong, collaborative friendship with another female, Ethyl. She showed compassion for others. Lucy's true grit still shines - view Lucille Ball Candy Factory.

If you could travel to a city you've never been to before, all expenses paid, where would you go and why?
I would travel to Paris. Why - Visiting the "City of Light" with someone I love has been a dream since I was 17 years old. The thought of the city makes my pulse race with electricity - seeing so many world famous cultural and historical places -the Eiffel Tower, the Mona Lisa, and the Arch De Triumph. Spiritually, I want to pay tribute to the kindred spirits in Normandy who gave their lives so mine could be more blessed.

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