CRN 2017 Women of the Channel Details

Rebecca Brockschmidt

Director of Sales, Carahsoft Technology Corp.

Location: Reston, VA


Number of years in current position: 1.5

Number of years involved with indirect sales: 7

Fun Facts:

Enjoys public speaking
Has worked for a solution provider organization
Has a mentor
Is a mentor
Has a personal mantra
Had a lemonade stand
Always wanted to be an Olympian

Biography and Background:
I graduated from Northern Illinois University in 2009 with a degree in Journalism with an emphasis in PR. Shortly after I graduated I found myself in the Washington DC area with a job as an Inside Sales Account Rep at Carahsoft. It took me less than a year before I became an Account Manager handling relationships with small technology companies. A year into that role I found myself stepping into a Team Lead position running a business unit for several small vendors that fell in our Innovative and Intelligence Solutions portfolio. In 2012 one of my small vendors was acquired by a larger vendor, and I saw a vision for us to become a part of that ecosystem. I helped bring on this larger vendor, which now falls under one of Carahsoft's sister companies ESVA. In 2015 I was asked to step into a position as the Sales Director for Carahsoft's Splunk Public Sector Team which is where I currently am at today.

How have you personally helped advance your company's channel business over the past year?
Over the past year I have been able to help Splunk's Channel Business, as Carahsoft is the Public Sector Distributor, by helping Splunk grow their Public Sector business by 50% over last year. My job is to ensure that we are running programs that help enable the partner ecosystem so they are capable of generating net new opportunities, nurturing existing customers, and provide the best solutions to our Public Sector Customers. This past year my team was able to run several different programs to produce over 500 new opportunities through sales and marketing campaigns that generated over $20 million in pipeline and $10 million in wins. We grew our Splunk Public Sector Contract Vehicles to over 27, which enable the partner ecosystem to efficiently sell into Federal, State, Local and Education markets. On top of that we built out an Alliance Partner team with technologies that help our partners tell the story of Splunk better by adding in technologies such as InsightEngines, Qmulos, Optensity, SBox, and Syncsort.

What are your goals for your company's channel business over the next year?
This year my goal is to continue to execute great customer service to our partners through sales and marketing activities. In growing out the business we have recognized a need for more people to be trained and educated on Splunk. We are offering two new programs for our partners. The first is educating our partner ecosystem on how to most effectively sell the Splunk Solution over the phone. The second that is being rolled out in April is helping our partners train more Public Sector Customers to become Splunk Power User Certified.

What honors, awards or commendations have you won over the past year?
* Splunk Public Sector Distributor of the Year was given to me and my team by Kevin Davis, Splunk VP of Public Sector * Splunk Global Distributor of the Year was given to me and my team by Cheryln Chin, Splunk VP Worldwide Partners

Outside of your family, please name a woman you admire and why:
Sandra Day O'Connor, the first woman to serve as a Justice of the Supreme Court of the United States. I admire her because she was a pioneer in the world of justice who was very unpredictable with her decisions and evaluated everything on a case by case basis. She not only had professional success but overcame personal challenges, proving she is strong and capable. After her retirement, she has continued to give back and educate the next wave of leaders. I think she has class, elegance, drive, and strength.

What advice would you give to young women who want to begin careers in technology?
I would tell any young women who is beginning their career to be proactive but most importantly don't ever let someone make you feel inferior due to your age or sex; you are capable, you are smart, and trust yourself. We live in a world of innovation and creativity, use it and the skills you've acquired through your life. You may see yourself as inexperienced, but you have experience by using everyday technology. Build your network through industry groups, there are young professional organizations, women in technology organizations, and many more out there to help you.

If you could be any movie character for one day in real life, who would you be and why?
I would be Dorothy Gale, from the Wizard of Oz. She got sucked up into a tornado but woke up in a beautiful and magical world. She did have some obstacles but because of her determination and optimistic views she was able to overcome them, even while singing and skipping! She stuck to her path and was open to others ideas. Dorothy knew that having additional hands could only help her get home to her family. I think it's amazing what following the yellow brick road can do!

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 Cairo, Egypt. My ideal place to stay would be at a nice hotel off of the Nile River. From there I would visit the Egyptian Museum to see King Tutankhamun's artifacts. I am also very fascinated with the ancient ruins, the Giza Pyramids and the Sphinx, which is right outside the city. To see such things built back before machines and learn of the history and culture around theses designs is so fascinating. It has me in awe of the things people were able to do in a time before technology and machines.

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