CRN 2017 Women of the Channel Details

Hope Galley

Director, Services U.S. Field Partners and Public Sector, Cisco

Location: Herndon, VA


Number of years in current position: 1

Number of years involved with indirect sales: 18

Fun Facts:

Has a female boss
Enjoys public speaking
Has an advanced degree
Has an MBA
Has worked for a solution provider organization
Has a mentor
Is a mentor
Loves Spotify
Has a personal mantra
Has completed a marathon
Can ride a motorcycle
Had a lemonade stand

Biography and Background:
Hope Galley is the leader of Cisco's U.S. Public Sector Services Partners as well as the U.S. Services Field Partner Organization. In this role Hope is responsible for the strategies related to sales, marketing, partner enablement, partner profitability, and promoting services growth. Specifically, Hope leads the Services Channels team in conjunction with Service Sales, and our partners to develop a comprehensive Services strategy that supports the end customer's mission or strategy while developing sustainable business models for our partners. This entails driving new program adoption, increased focus on revenue opportunities, and overall partner profitability. Previously a member of Cisco's Public Sector leadership team, Hope was responsible for growing the partner-led selling model and leading joint strategies around IOT, Digitization and Security. Hope also held positions within Cisco's Global Sales Organization, Service Provider and Commercial Market segments. The key to success in each position has been Hope's ability to build teams, lead through channel, and create a strong eco-system. Philanthropic contributions are a core value: She is member of Cisco's Women in Action Network, an advocate for cancer patients, and an active member of Cisco's Veteran's Network.

How have you personally helped advance your company's channel business over the past year?
During times of change, the most important thing companies can do is listen. Over the last year, I have utilized our Spark technology to create an open "real time" dialogue with our key partners across my market. By leveraging technology, the CEO or business lead can reach out to me at any time and get a real time answer. I also utilize this format for input and polling in an effort to make sure we are meeting the needs of the market. Over the last three months, this dialogue has brought about adjustments to our strategy in key markets which would not have happened if we had waited for a quarterly review or monthly discussion. In addition, several of our key partners are now part of my focus group and can see input and questions from their peers across the U.S. This allows them to learn best practices from markets outside of their own, and then implement them in their own business. By leveraging technology, I am getting closer to our partners, which in turn allows us all to be more impactful to your customers.

What are your goals for your company's channel business over the next year?
1. Help our partners achieve growth and profitability in the ever-changing technology landscape. 2. Develop programs, tools, training and resources that enable our partners to evolve their business so they can capture digital transformation opportunities. Focus areas include Customer-in selling, customer lifecycle/software (recurring revenue) and professional services. 3. Continue to aggressively drive our strategic priorities, including: 1) making it easier for our partners to transact with Cisco; 2) ensuring our collective go-to-market engines are aligned around the same priorities; and 3) sharing an equitable exchange of value that is commensurate with the evolving technology landscape.

What honors, awards or commendations have you won over the past year?
In our 2016 fiscal year, I was named a Sales Champion at Cisco. This honor is given to the top 15 percent of Cisco's Sales Organization. This award recognized my operation's market growth, development of emerging partners, and overall collaboration both internally and externally with key stakeholders and partners.

Outside of your family, please name a woman you admire and why:
Outside of my mother and maternal grandmother, the person I admire the most is one of my mentors, Nancy. She has taught me how to navigate my career and provided me with tips to be just as successful at home. She has shown by example that courage needs to be your foundation. She has made me realize your career isn't about "climbing the ladder", it is about doing what is best for you, the company, and your family. Ironically, by doing this, the "climb" becomes much more rewarding and fun.

What advice would you give to young women who want to begin careers in technology?
My advice would be three fold. First, never be afraid to speak up. Second, make sure you are comfortable with change, because technology is a key driver of change. Finally, and most importantly, make sure you find a team of good coaches/mentors. One of my mentors said to me, everyone has a coach, even professional athletes, so make sure you build a good coaching network.

If you could be any movie character for one day in real life, who would you be and why?
Princess Leia, in the first Star Wars, had a profound impact on me. She is the first woman leader I remember seeing on a movie screen. She was not afraid of the boys, and she took leadership into her own hands. She was beautiful, but utilized her courage, strength, wit, and ability to influence people to achieve her goals. She showed me at an early age how to fight for what you believed in and how to overcome obstacles.

If you could travel to a city you've never been to before, all expenses paid, where would you go and why?
I have traveled extensively, but the one place I haven't been is the Grand Canyon. I would love to do a hiking, "glamping" trip to the Grand Canyon to see one of the most beautiful places in the U.S. and to spend time with my friends and family. I believe there is nothing better than quality time with the people you love and exercise to get your mind and body moving in the right direction.

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