CRN 2017 Women of the Channel Details

Kim White

Director, Worldwide Solution Providers, VMware

Location: Monmouth Hills, NJ


Number of years in current position: 1

Number of years involved with indirect sales: 12

Twitter Handle: @KimWhiteVMW

Fun Facts:

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

Biography and Background:
Kim White joined VMware in April 2005 and is a director in the Worldwide Partner Organization, leading the Data Center Modernization Route to Market. Kim brings more than 20 years of high-tech industry experience including wide area networking infrastructure, cloud infrastructure software, software sales and channel management. Prior to joining VMware, Kim held sales management positions with IT industry start-ups. Most notably, Kim led a sales region for Livingston Technologies, which was later acquired by Lucent Technologies, where she led an enterprise sales team.

How have you personally helped advance your company's channel business over the past year?
In 2016, I led a channel sales team to a significant increase in sales, outpacing the team's stretch target and growing VMware's commercial and global business, significantly. We achieved strong growth across the vRealize and NSX solution areas while keeping pure compute revenue lower than our segment average. This showcased consistent, predictable and profitable growth to our partners, largely from VMware's transform products.

What are your goals for your company's channel business over the next year?
Creating a global investment and execution strategy that helps VMware scale our software-defined data center (SDDC) solutions through our vast partner ecosystem is at the top of our charter. We will do this by helping our partners monetize our installed base of over 500,000 customers. By working with our technology alliance partners, (such as AWS, Intel, IBM, Palo Alto Networks and others) to deploy our emerging solutions, we help our partners reinforce their SDDC practices while strengthening our customers' hybrid cloud posture, which readies them for VMware Cross-Cloud offerings.

What honors, awards or commendations have you won over the past year?
A year ago, I was honored to receive an award from Brandon Sweeney and Frank Rauch as America's Channel Leader of the Year for my team's unparalleled growth in reseller transaction count, foundational bookings and top-line revenue. Our channel team, drove the business with relentless execution and exhibited outstanding yearly performances. In April, I was named a VMware EPIC leader for driving organizational culture and opportunities for corporate visibility for folks on a newly formed channel team. Most recently, in November, I was given the opportunity for increased responsibility leading the SDDC Route to Market for VMware, globally.

Outside of your family, please name a woman you admire and why:
Ginni Rometty. As President, CEO and Chairman of IBM, her inspiring career in IT shines a light on what's possible for women. I especially admire her tenure at IBM (36 years) as she's continued to take expanded roles while contributing to the company she joined as Systems Engineer in 1981. You don't often see this type of tenure in IT anymore. I once read a quote of Ginni's that said, "I learned to always take on things I'd never done before". I thought that was great advice and try to apply it to my life today.

What advice would you give to young women who want to begin careers in technology?
I would say, stay curious and love the technology you sell. Having curiosity about the business problems your solutions solve for customers leads to a fascinating understanding of what's possible in the world today with IT. Stay curious and passionate about the technology!

If you could be any movie character for one day in real life, who would you be and why?
Julia Roberts in "Eat, Pray, Love" when she finally makes it to Bali. She's been through Italy and India on a personal journey to find her life's value. Now, she's open to a new adventure of pure enjoyment of life and all it offers. It's a beautiful movie with a great message. I love the idea of international travel and the scenery in this movie is spectacular.

If you could travel to a city you've never been to before, all expenses paid, where would you go and why?
I would go to Rome, Italy. I want to explore the entire Italian Riviera because of the history, the food and fashion. Having just accomplished 12 years at VMware, the opportunity for a two-week sabbatical is available, and this is where I am headed!

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