CRN 2017 Women of the Channel Details

Teri Bruns

Vice President, Global Partner Solutions, VMware

Location: Madison, WI


Number of years in current position: 2.5

Number of years involved with indirect sales: 13

Twitter Handle: @brunsteri159

Fun Facts:

Enjoys public speaking
Has worked for a solution provider organization
Has a mentor
Is a mentor
Has a personal mantra
Has completed a marathon
Had a lemonade stand
Always wanted to be an Olympian

Biography and Background:
Teri joined VMware in 2014 and is responsible for the Global Partner Solutions organization. She collaborates with key technology partners to innovate, enable and amplify technical solutions leveraging VMware technologies. As VMware's solution portfolio broadens, a global team of solution architects, partner services experts and the Technology Alliance Program (TAP) engineers implement new strategies to help customers succeed in a rapidly changing marketplace. Teri brings more than 30 years of diverse IT experience in the enterprise hardware and software sectors as well as the partner channel. Prior to joining VMware, Teri served as VP of Sales and then President of a large Midwest-based solutions provider. She led the transformation of the organization from a traditional VAR model to a services-led, data center-focused company consistently growing top line revenue and substantially improving profitability and EBITA performance. Teri spent over a decade with EMC, opening new markets, recruiting and growing a highly-effective sales team that was recognized consistently at EMC. Teri lives in Madison, WI and completed her education locally at Edgewood College as a business major. She is active in the community, passionately serving on the nationally recognized UW Health - American Family Children's Hospital advisory board.

How have you personally helped advance your company's channel business over the past year?
My GPS team has been advancing VMware strategies with our key partners in a few ways. First, we have created a strategy with our key Systems Integrator and System Outsource Partners (SISO) to build next-gen service offerings for the digital workspace integrated with VMware solutions. This partner enablement and certification work, technical solution and GTM support has been a key focus. This business segment grew strongly in 2016, and we will look to continue its momentum and strong foundation in 2017. Additionally, I have continued to press forward on our Partner Professional Services Program and the strategy to grow the VMware business and customer adoption of our solutions with these services-enabled partners. We have extended the PPSP program to include VMware NSX in 2016 and now we are working very closely with the VMware Professional Services Organization to leverage this partner community in a consistent and profitable manner. This is an area that is key to our corporate strategy for achieving strong growth, as we move away from product-focused sales and continue to leverage partners to drive customer adoption of VMware solutions.

What are your goals for your company's channel business over the next year?
I have the opportunity to lead a significant transformation effort to the hybrid cloud by developing an industry-leading platform that VMware can extend through our technology partners. Three of my goals in support of this vision include: develop a technology partner segmentation and partner coverage framework providing focused investment and GTM with the right partners (new hybrid cloud); develop and roll out an investable model framework that moves our partner traction from meeting in the lab to measureable business impact in the market; redesign our Technology Alliance Partner (TAP) program to embrace our new hybrid cloud partner and ISV ecosystem.

What honors, awards or commendations have you won over the past year?
I am very proud of finishing first place in a two-person best ball tournament during the summer of 2016 at the Maple Bluff Country Club. Winning this tournament was a personal goal for 2016 and I put a plan in place to achieve it. Golf is a personal passion and something I do to maintain a work-life balance. The significance of golf is not only the recognition and thrill of winning but also the opportunity to broaden my business network, compete with men in my field and encourage women to play the game and take advantage of the opportunity.

Outside of your family, please name a woman you admire and why:
Jackie Onassis. When I was four years old I remember watching the funeral procession for President Kennedy. Jackie suffered such a horrible personal loss but found an innate ability to care for the country and her family with courage and dignity. She comforted her children, even hosting a belated third birthday party for John in the depth of her grief. Having recently gone through a very traumatic personal health challenge with my husband, I truly respect her courage, strength and willingness to help many to heal, while she suffered privately.

What advice would you give to young women who want to begin careers in technology?
Work hard. Say "yes" and look for things that broaden your experience and horizons. This enables young women to be curious and understand things they're passionate about or opportunities that may not match their dreams. Don't settle. In the beginning of your career, there are many opportunities to explore. Also, create a network and remember to utilize it. It could be your peers, friends of your parents, or colleagues in school. Don't just get to know people and or connect with them on a social network; leverage your network for guidance, advice or a different point of view.

If you could be any movie character for one day in real life, who would you be and why?
Tom Hanks in "Apollo 13." When I was a kid in grade school, we would watch the Apollo blast take off on TV and it was really exciting. I remember staying up with my dad late at night and watching Apollo 13 returning home. It wasn't until years later that I realized how much danger the astronauts were in and the amazing teamwork that brought them safely back to earth. I would love to be a part of that amazing experience and Tom Hanks is one of my favorite actors of all time.

If you could travel to a city you've never been to before, all expenses paid, where would you go and why?
Mount Kilimanjaro. Number one on my bucket list is to experience Africa in the wild. I would like to meet the people, understand the culture, see the Big Five (lion, leopard, rhino, elephant and buffalo), and experience the mountains and plains of Tanzania. I would love to enjoy a day that includes starting from a base camp out in the wild and then extends into a hot air balloon ride over the plains, photo safari, yoga back at the camp, dinner (with great African wine) by a campfire, and then ends with sleeping in a tent out amongst nature.

Unedited Content Provided By Participants