CRN 2017 Women of the Channel Details

One of our "Power 100 Vendors"

Raelyn Kritzer

Sr. Director, Global Channels, Brocade

Location: San Jose, CA


Number of years in current position: 1

Number of years involved with indirect sales: 20

Twitter Handle: @RaelynKritzer

Fun Facts:

Has a female boss
Enjoys public speaking
Has a mentor
Is a mentor
Loves Spotify
Has a personal mantra
Can ride a motorcycle
Had a lemonade stand

Biography and Background:
With 20+ years in the industry and a majority of those focused on partner routes to market, channels is a huge passion for me. My experience spans building partner programs from the ground up to brand and marketing campaigns that drive revenue to and through the channel. I've embraced new partner models and created unique efforts to support partners who are generating more of their revenue on recurring revenue streams. With my team, I've continued to expand on Brocade's industry-recognized partner program and introduced several enablement platforms for partners to build skillsets and generate new customer opportunities. All aspects of the program and enablement offerings are designed with ease of use and low to no cost to partners. I've been able to participate in several advisory boards and am always looking to share and expand my channel knowledge to understand more about the rapidly evolving environment and ultimately create the best experience for the partner community.

How have you personally helped advance your company's channel business over the past year?
With the acquisition of Ruckus for a market leading wireless practice, it was critical to integrate our partners, programs and enablement into a single interface to retain partners and encourage a cross-selling approach while maintaining consistency with our strategic Datacenter and Software Networking partnerships and programs. We were able to mobilize quickly to leverage our strong distribution partnerships for partner onboarding, develop incentive programs to motivate partners and hold worldwide events and offer consistent communications to share our strategy, roadmap and program approach as well as solicit candid feedback from our partners.

What are your goals for your company's channel business over the next year?
As a Global Channels team, we are focused on helping ensure a smooth transition for Brocade and Ruckus partners in light of the planned divestiture of the IP networking business as a result of Brocade's acquisition by Broadcom. This includes helping partners across the current Brocade portfolio capture net-new sales opportunities and channel program benefits that support their longer-term profitability. We are also continuing with the integration of Brocade and Ruckus channel programs, infrastructure and tools, to help our Ruckus Wi-Fi and ICX wired switching partners quickly ramp sales as Ruckus is intended to become part of the ARRIS portfolio.

What honors, awards or commendations have you won over the past year?
I have received CRN's Women of the Channel Award as well as CRN's Power 100.

Outside of your family, please name a woman you admire and why:
Politics in the US have never been more polarizing, but independent of political views I admire the tenacity and unabashed honesty of Kellyanne Conway. As the first female national campaign manager to get her candidate into office, she was faced with a fight few thought she could win. She has the unique ability to maintain her composure amidst adversity or in many cases, ridicule. Her background as a farmworker, pageant princess, attorney, political pundit, pollster and national campaign manager has formed the foundation that has brought her to where she is today - a prominent seat at The White House.

What advice would you give to young women who want to begin careers in technology?
Be open to new experiences. This is the time in your career where you can try different things to broaden your skillset, define your long-term goals and achieve diversity in your resume. If you aspire to a career in marketing, spend some time in sales to really understand the customer perspective and requirements. Another point I would recommend is not to underestimate the importance of soft skills. Relationship building, collaboration with cross functional teams, the ability to understand and address motivators of the folks you're working with to make it a win/win is key in standing out from the crowd.

If you could be any movie character for one day in real life, who would you be and why?
Beatrix Kiddo (a.k.a. Black Mamba) from Kill Bill. I wouldn't choose the day she was almost killed at the wedding rehearsal but absolutely would love to have the ability to speak Japanese, master sword fighting and Kung Fu and unlock the secrets of the Five Point Palm Exploding Heart technique. Not only is she bad-a$$ but she drives a cool Karmann Ghia as well.

If you could travel to a city you've never been to before, all expenses paid, where would you go and why?
I've always wanted to visit New Zealand and while I think any city there would be beautiful, I absolutely want to check out Napier. The city was destroyed by an earthquake and then completely rebuilt in the 1930's with the art deco style architecture which is one of my favorites. It's also within Hawkes Bay so I envision a nice glass of Sauvignon Blanc overlooking the beach!

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