One of our "Power 100 Vendors"
Location: Cambridge, MA
Number of years in current position: 3
Number of years involved with indirect sales: 21
Biography and Background:
Lynn joined Riverbed as VP of Americas Channels in April 2014. Prior to Riverbed, Lynn was Director of Strategy and Planning for Americas Services at Cisco. Lynn began her career at IBM Corporation before moving to Compaq, Enterasys Networks and Siemens AG. As Vice President of Channel Sales for both Siemens and Enterasys she has established herself as a strong partner sales leader; and her breadth of experience in sales, marketing and channel background are foundational to her repeated success. Lynn's leadership style is one that strives to keep her teams ahead of market changes by developing people, identifying business requirements, leveraging resources and measuring against aggressive targets. Lynn is currently serving on the board of directors for the Massachusetts Conference for Women. The Conference organization is the largest professional women's development community in the country and provides skill building, networking, professional development and inspiration to women in various phases of their career journey.
How have you personally helped advance your company's channel business over the past year?
I have shifted the channel skill set at Riverbed to go well beyond enablement, but focused on selling and building pipeline by leveraging our partners' strengths. All critical partners have strong business plans with executive sponsorship. I work closely with marketing, insides sales and our alliances to build pipeline and strong customer relationships by solving business needs. I leverage our distribution partners, Tech Data and Arrow for example, not just for logistics, but also in operations, marketing, financing, professional services and integration. I am successfully bringing scale through partnering and mutually delivering solutions that address business necessities for our customers.
What are your goals for your company's channel business over the next year?
Growth through net new logos with demand generation support. Productivity by demonstrating scale through partners and operational improvement to ease the sales process. Solution building by assisting our partners to integrate Riverbed in repeatable, profitable approaches to solve the business needs of our mutual customers. Creating and maintaining Relevance with our partners through strong business Relationships.
What honors, awards or commendations have you won over the past year?
Women of the Channel 2014 and 2015. The honor of being a mother to two wonderful boys and the fortune to share that with my husband.
Outside of your family, please name a woman you admire and why:
Eleanor Roosevelt: She created the role as First Lady. Others have redefined it, but Eleanor was the first. She had the courage to disagree when she believed in her position at the highest levels even when her husband did not support her. She navigated difficult waters where she was not invited and often sabotaged to repeated success. She was thoughtful in every move, yet sincere in her intent. She faced disappointment and loss, but carried on.
What advice would you give to young women who want to begin careers in technology?
Be ready. Luck is the result of opportunity and preparation. Never underestimate the value of investment in yourself. I also tell all young people, but especially women: know where you want to go and create relationships, value and understanding priorities of that next role. It is easier to get pulled into a role when someone needs your skills than proving it amongst a deck of candidates.
If you could be any movie character for one day in real life, who would you be and why?
Sherlock Holmes or Agatha Christie. Two great detectives whose characters are defined by their abilities to see beyond the obvious. They can both sort out the relevant from the irrelevant and set direction firmly for a positive outcome. They are naturally intuitive and trust their instincts to keep themselves moving forward. We all get a little lost and these characters use their intelligence and confidence to find resolution. I have always admired that ability to move so confidently and swiftly.
If you could travel to a city you've never been to before, all expenses paid, where would you go and why?
Budapest has always been a place I've wanted to go. It is one of the oldest cities and is a cross section of European cultures. It holds a bit of mystery for me. I would love to go and linger there for a while. I'm a bit of a history buff and would love to understand how Budapest evolved. I would love to meet the young generations in Budapest and understand their view of this beautiful city. I'm always amazed at the differences, but more amazed by the similarities we all hold.
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