CRN 2017 Women of the Channel Details

Dawn McCale

VP of Sales, Groupware Technology

Location: Campbell, CA


Number of years in current position: 1

Number of years involved with indirect sales: 8

Twitter Handle: @dawnmccale

Fun Facts:

Has worked for a solution provider organization
Has a mentor
Is a mentor
Loves Spotify
Has a personal mantra
Had a lemonade stand

Biography and Background:
As Groupware Technology's Vice President of Sales for Named Accounts, Dawn leads a team that is responsible for customer satisfaction and sales execution within Groupware's strategic accounts. A San Jose, CA native, Dawn is a twenty-year veteran of the Information Technology industry with a proven record of sales success. Prior to her role at Groupware, she held sales roles at Hitachi Data Systems, Arcscale and Dell, continuously exceeding sales targets. She has an unwavering commitment to ensuring her customers' success and delivering the best solutions to meet their business challenges. Her expertise in fostering long term business relationships with customers and partners is a cornerstone of her and Groupware's success. Dawn graduated with a Bachelor's degree in Sociology and a minor in Psychology from University of California at Davis. Dawn is married with two children. She actively involved with her children's activities. She volunteers at their school, with Los Gatos Rowing Club and National Charity League, where she has held board positions for the past 3 years. Dawn is incredibly grateful for her family, her career and the opportunities she has been given.

How have you personally helped advance your company's channel business over the past year?
One of the service offerings Groupware Technology provides to our customers is Rack and Roll deployments. Rack and Roll incorporates the customer's selected storage, systems and networking into a data center rack. The Groupware team will fully integrate all of the systems - customizing the settings and configurations to meet the customer's business requirements. After the Groupware Integration team completes the pristine cabling and labeling, all components are tested and validated again to ensure all components within the rack are in perfect working order. The completed rack is then shipped to the customer's data center where Groupware delivers it to the data center floor via white glove service. The customer needs only to apply power and networking and the completed rack is ready to be put into production. Dawn has successfully led her sales team to double the Rack and Roll practice year over year for the past 3 years. This has led to many happy and successful customer deployments and a huge increase in the value-added services Groupware provides to our customers.

What are your goals for your company's channel business over the next year?
Primary goals for the next year include creating customers for life and growing our customer base through organic growth. To accomplish this, my team focuses every day on ways to improve the customer experience - constantly meeting with our key customers and stakeholders and requesting feedback for how we can be better and help their business. Every time we have a customer that refers us to a new account or business unit - it is the greatest reward and compliment. To expand our customer base even further, we will be adding sales teams and growing into new territories and accounts.

What honors, awards or commendations have you won over the past year?
The highest honor I received over the past year was the promotion to VP of Sales at Groupware Technology. I inherited the best channel sales team in the industry, including veterans from Hewlett Packard, NetApp and MOCA/Arrow Electronics. The team I support is laser focused on customer service and ensuring our customers have an excellent experience. I also received the honor of being elected Chapter President for the Almaden-Blossom Valley chapter of National Charity League, a Mother-Daughter philanthropic organization that conducts thousands of volunteer hours every year - supporting the community's children, elderly, homeless, mentally ill and families in need.

Outside of your family, please name a woman you admire and why:
The woman I admire most is Mother Teresa. Her tireless commitment to others is awe-inspiring. Her ability to give completely to make many sick and dying people's lives better is an incredible gift to the world. Her selfless example of how to be the best person to others was demonstrated to millions of people. I hope all who have heard her story can make one small change to make someone else's life better. I was delighted when the Catholic Church canonized her as a saint last year. It would have been an honor to spend a day in her presence.

What advice would you give to young women who want to begin careers in technology?
My advice for young women who want to begin careers in technology is to be authentic. Leverage your best personal strengths to be strong and be courageous in this male-dominated field. Be honest, be grateful and be respectful. Ask questions and make sure to listen more and talk less. Do everything you do well and make sure your work and performance is excellent. If it is not worth doing an excellent job, maybe it is not worth doing. Ultimately, do everything you can to create something wonderful with your career and make it your own.

If you could be any movie character for one day in real life, who would you be and why?
I would be Princess Leia Organa. Played by Carrie Fisher, Princess Leia was able to travel to galaxies far, far away and had incredible strength and intelligence. She knew how to use her femininity as an asset. She utilized her strengths to get where she needed to go - she was able to manage heavy equipment and hold her own in hand to hand combat, all while maintaining her integrity and womanhood. She knew how to handle a room full of people - stacked with men and creatures from other worlds.

If you could travel to a city you've never been to before, all expenses paid, where would you go and why?
Every day, I work with people who are from India. My co-workers, customers and friends have impressed me with their love of their homeland and are some of the most warm, welcoming people I have ever met. Thus, India is a place I would love to visit one day. If I could travel to any city I've never visited before, it would be Varanasi, India - on the Ganges River. I have heard so many stories about the spirituality of the city and the way people who visit there feel more connected to the planet, our humanity and enlightenment.

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