CRN 2017 Women of the Channel Details

Erica Lambert

Vice President, Global Channel Services Sales, Dell EMC

Location: Austin, TX


Number of years in current position: 1

Number of years involved with indirect sales: 2

Twitter Handle: @ericalambert03

Fun Facts:

Enjoys public speaking
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:
This May marks my 20th year at Dell! Over the years, I have had a great number of opportunities to serve our customers, learn, and help grow our business. My career started in 1997 in K-12 Sales where I honed my selling skills as an inside sales representative, sales manager, and finally National Sales Director. I then had the opportunity to lead the Medium Business Acquisition Sales Organization before being promoted to an Executive Director over Dell's Medium Business Organization. After 13 years of sales I turned my attention to a number of Strategy, Channel Operations, and Global Operational leadership roles. In 2017 I had the unique opportunity to lead a number of the Dell and EMC integration working teams. Most recently I moved into my latest role; Global Channel Services Sales. I am excited about the opportunities for Dell Technologies to #GoBigWinBig and the world class end to end capability we can bring to our partners! Over the years I have also served as a board member of our WISE employee resource group and volunteer for a number of charities include Mobile Loaves and Fishes and the youth groups in our church.

How have you personally helped advance your company's channel business over the past year?
Services is a critical enabler to our customer experience, we serve a 24/7 customer set and uptime is critical! We also know that professional services can accelerate the value of solutions for our customers. Over the past year we have focused on building a Partner Program that drives benefits to our partners that lead with services. The Dell EMC partner program enables and rewards partners that develop services practices and deliver great capability for our customers and offers profitable rebates for partners that sell our suite of services. We expect to drive an incremental $100M with for Dell and our partners with these changes.

What are your goals for your company's channel business over the next year?
Success in 2017 will be centered on delivering the Dell EMC Partner promise of SIMPLE, PREDICTABLE, and PROFITABLE through services. To make that happen we need to enable our partners in 3 key areas: Simple: Launching enhanced B2B services capability for our distribution partners. Profitable: Increase profitability for Dell EMC and our partners with our rebate programs, tools, and sales programs. Predictable: We will enhance our services competency approach and performance monitoring. Great things happen when you collaborate and leverage world class teams. My goal is to create a motivated services sales organization that is knowledgeable, capable, and accountable.

What honors, awards or commendations have you won over the past year?
• North America President's Award - Operational Execution - Tell Dell Rockstar Award - GoBig WinBig Integration Leadership Award

Outside of your family, please name a woman you admire and why:
Sallie Krawcheck, CEO of Ellevest. Sallie has led Merrill Lynch, Smith Barney and Citi Private as CEO, and was called "The Last Honest Analyst" by Fortune Magazine and one of Fast Company's "Most Creative People in Business." I have had the opportunity to see Sallie Krawcheck present a number of times and I always walk away motivated and inspired. She embraces her failures (both professional and personal) and is accountable, transparent, and approachable. She has a passion of enabling women to reach their financial goals and her recently launch of Ellevest is putting that passion into practice!

What advice would you give to young women who want to begin careers in technology?
Don't wait to jump in, learn, take risks and be bold! I found the best approach early on was to weigh all decisions and focus for my organization against the impact it would have on business results, our customers, and my team. This approach has served me well over the years and ensured a pragmatic and balanced approach. You should also seek out leaders that will push you and have high expectations. I have found mentors helpful but my biggest learning opportunities have come through working for tough and inspiring leaders who are always pushing the organization to new levels!

If you could be any movie character for one day in real life, who would you be and why?
When I have free time I would rather be outside than watching a movie. I also realized upon reflection that we don't have many strong leading lady characters! Hopefully that will change in the coming years. That said, if I could be any character for one day it would probably be Maria in the Sound of Music. I love the mix of intuition, charm, and persistence that Maria exudes. The rare combination of breathtaking scenery, wonderful singing, and a powerful story would be a great break from my day to day reality.

If you could travel to a city you've never been to before, all expenses paid, where would you go and why?
I have had the great privilege to travel to many cities for Dell over the last number of years. A one night stop in Vienna, Austria while traveling home from Bratislava left me wanting to come back for a visit. I would love to spend time in Vienna exploring the museums, taking in the architecture, and strolling along the Danube. When I travel I really like to slow down and appreciate the small details. If I miss a major tourist attraction I am ok with that! It just gives me a reason to want to come back.

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