CRN 2017 Women of the Channel Details

One of our "Power 100 Vendors"

Erin Malone

Vice President, North American Channel Sales, Sophos

Location: Burlington, MA


Number of years in current position: 6

Number of years involved with indirect sales: 18

Twitter Handle: @erinmariemalone

Fun Facts:

Enjoys public speaking
Has a mentor
Is a mentor
Loves Spotify
Has a personal mantra
Had a lemonade stand
Always wanted to be an Olympian

Biography and Background:
Erin is a performance-driven senior executive with 18 years of channel sales management, team building, channel strategy, business development, and channel marketing experience. Erin is recognized within the IT industry for record achievement and has received multiple industry awards including CRN Channel Chief and Women of the Channel Awards for several consecutive years. Presently she is the Vice President of North American Channel Sales at Sophos, leading a team of more than 100 people and tasked with growing sales through MSP, regional and national channel partners. Prior to Sophos, Erin served various roles at Arcserve and CA Technologies, including VP of North America Channel Sales and Vice President of North American Sales for CA's Data Management Division. Erin also spent 10 years at Websense in various channel management roles, including Sr. Director, Worldwide Channel Strategy and Operations.

How have you personally helped advance your company's channel business over the past year?
Led by Erin, the North American Channel Sales team has successfully implemented 25 roadshows this year with Sophos partners, engaging with approximately 1,250 people. These roadshows give partners the ability to bring their customers and carve out dedicated partner-only briefings and certification opportunities. Erin drove the execution of Sophos' MSP Connect program for North America partners. Launched in May 2016, MSP Connect is a new partner program that helps MSPs leverage Sophos Connect to become more efficient and profitable by simplifying the complexities of managing multiple security solutions across customers. Erin worked closely with the global MSP Connect leadership team to ensure the program was tailored to the needs of Sophos' North American partners. Erin worked closely with the team that launched a channel analytics dashboard that allows Sophos sales executives to have detailed discussions with partners on where their business is thriving or needs assistance. This allows Partners to be more strategic, targeted and successful with their business. She also helped to enable Partners with the tools they need to better sell Sophos products and generate repeat business with a newly launched Renewal Assist Program.

What are your goals for your company's channel business over the next year?
My primary goal over the next year is to build upon the positive momentum we created in 2016 with the North American sales team and valued Partners, and further drive my vision for channel excellence throughout Sophos. Another goal is to help partners expand their knowledge of the threats landscape and leverage this expertise to sell the full Sophos portfolio into their install base and new customers. A third key goal is to strategically recruit new partners to further grow Sophos as a North American leader of computer security products for endpoints and networks.

What honors, awards or commendations have you won over the past year?
Selected as a CRN Channel Chief in 2017. Erin played a key role behind the scenes to pave the way for Sophos winning three ARC awards from The Channel Company in August 2016 at the Xchange event. And, Erin played a key role in Sophos winning the Xcellence award by The Channel Company in January at the Xchange event in Washington, DC. Erin is frequently recognized within Sophos as a leader and influencer among security channel partners. She is head of Sophos' Partner Advisory Council, an important position that impacts the direction and success of Sophos' North American sales.

Outside of your family, please name a woman you admire and why:
I admire Laurie Kirby, the news anchor at CBS' WBZ radio 1030. I had my first radio interview with Laurie last December 2016 to address cyber threats and how consumers can stay safe while holiday shopping online. We also did a separate interview on women in technology and succeeding in computer security. It's important to let younger women know they can create a successful career in technology. It was exciting to watch Laurie demonstrate her incredible energy, smarts and skills in the newsroom while she delivered news live!

What advice would you give to young women who want to begin careers in technology?
Don't settle, never stop learning and ask for what you want. Women are thriving in the IT industry and you can too. Watch your peers to learn what works for them. Learn from your mistakes and from the mistakes of others. Don't be afraid to bring those around you up in the process of realizing your own success. Always understand what a win looks like for channel partners, so you can encourage them to continue to succeed. Dive into technology - you don't need to know everything, but the nuts and bolts of how technology works is exciting and fast-paced.

If you could be any movie character for one day in real life, who would you be and why?
Katniss - her determination to survive against all odds and get to the bottom of the truth for all to see is heroic.

If you could travel to a city you've never been to before, all expenses paid, where would you go and why?
Dublin, Ireland. I'd love to see where my family originated before migrating to the United States.

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