CRN 2017 Women of the Channel Details

Julie Hens

Vice President, Global Distribution Sales, Cisco

Location: San Jose, CA


Number of years in current position: 4

Number of years involved with indirect sales: 17

Twitter Handle: @jhens

Fun Facts:

Has a female boss
Enjoys public speaking
Has worked for a solution provider organization
Has a mentor
Is a mentor
Has a personal mantra
Can ride a motorcycle
Had a lemonade stand
Has a blog

Biography and Background:
Julie Hens is a dynamic leader, focused on driving growth, innovation and building exceptional teams and partnerships. Throughout her career she has worked across several technology industries, currently running the Global Distribution Channel at Cisco. The Global Distribution organization is one of the fastest growing segments of Cisco's business representing nearly one-third of Cisco's annual revenues. In her current role as Vice President, Julie has grown the two-tier business by double digits and established a new transformational strategy to capture market transitions around cloud marketplaces, software and IoT. She has spearheaded a new wave of Channel Route to Market's and specifically evolved how Distribution impacts our Partners capability and transformational agenda.

How have you personally helped advance your company's channel business over the past year?
Driving innovation while exceeding growth expectations has been the mantra for me and my Distribution team. The Distribution scaling engine is a strategic asset for Cisco. We have developed key initiatives and investments to help distribution partners focus on reaching new and unique partners, fostering growth and transforming their practices. Security: We have jointly invested with our distributors in global security initiatives that deliver training and enablement so that our partners can build their security practice and deepen relationships with their customers. Cisco Security is a growth engine for partners' overall business, expanding the overall network opportunities making it a 10X multiplier for deals. IOT: We launched an exciting initiative with our distributors to target Operational Technology partners, delivering critical partner enablement. We activated partners with vertical focus including industrial automation, hospitality and retail. Our distributors showed us creative ways to open up that market and create a significant pipeline. Cloud Marketplace: Julie drove the launch of Cisco Spark on a distributor marketplace, scaling plans across other platforms, distributors and geographies. This investment will continue to deliver new business models, creates access to new partners and provides an improved overall experience and simplicity at scale.

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?
Some of my key individual and team accomplishments include: - Winner of the CRN Channel Chief and Woman in Channels (2016) - Global Distribution team won the 2016 GTDC Rising Star winner UCC category for collaboration (presented by GTDC) - Cisco USA team won Sales Engagement Award & Marketing Award from Ingram North America, presented at Ingram Micro Marketing Experience event - Cisco won US Vendor of the year with Tech Data Julie is passionate about leadership and provides mentorship through several forums, Women Executive programs and non-profits.

Outside of your family, please name a woman you admire and why:
I love to compete and I think Serena Williams personifies what it takes to be a great athlete and compete with the best. I admire her staying power and her fierce desire to win, but equally her solid principles that shine through. It's fascinating to see her continue to break records and deliver year after year, despite younger competitors coming up regularly. That level of commitment really translates into the work place in that you have to keep relevant and continue to up level your knowledge and skills to keep pace with the industry.

What advice would you give to young women who want to begin careers in technology?
You always need to work hard and work smart, but with so much changing around us daily, it's never been more important to develop your network. I can't over emphasize the need to build a strong group of trusted advisors who you can tap into for advice. Equally important is to be brave and ask for their feedback. Getting great and constructive feedback is a gift. It helps to ensure you're continually upgrading your skills and that you can adapt to an ever more dynamic technology ecosystem.

If you could be any movie character for one day in real life, who would you be and why?
While I don't have a specific character, I do have a specific movie role I'd love to play. To play a character where I can be the president of the U.S. for a day would be amazing. I'd love to get a peek behind the curtain and get an insight into what goes on at that level. It would be fascinating to meet world leaders and get a greater perspective about the complex world we live in.

If you could travel to a city you've never been to before, all expenses paid, where would you go and why?
I have travelled to various places in Africa but I would love to have the opportunity to go to Cape Town. It looks like a beautiful city to explore and learn about. I'd love to also take the opportunity to venture out of the city on safari and to perhaps get some time to play golf.

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