CRN 2017 Women of the Channel Details

One of our "Power 100 Vendors"

Jules Johnston

Sr. Director, Channel Sales, Equinix

Location: Redwood City, CA


Number of years in current position: 2

Number of years involved with indirect sales: 22

Twitter Handle: @JulesJJohnston

Fun Facts:

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

Biography and Background:
I am a veteran of entrepreneurial startups and large, global companies and have a range of skills that range from C-Level selling, relationship building and revenue optimization to broad general management capabilities. My domain expertise spans security, mobility, and payments; across technologies as varying as SAAS, networking, messaging, hardware, managed and professional services. I have a particular depth in developing channel models to take products to market. I have a keen understanding of global sales and personnel management. Irrespective of nuances that separate my past leadership roles, I thrive on driving greater esprit d'corps and accountability. I am passionate about integration, talent development, and problem solving of all kinds. Above all, I am committed to collaboratively driving success, understanding and championing the voices of the partner, the customer, the employee and the team.

How have you personally helped advance your company's channel business over the past year?
At Equinix, I have looked to ensure that our direct sales efforts complement and support our indirect sales efforts. I firmly believe that by fostering direct integration with our strategic partners, we can better address the needs of enterprise customers. I have been focused on collecting a strong channel team that has come together to solve the needs of our customers - specifically the challenges in deploying a hybrid cloud. As enterprises are increasingly working with a myriad of partners that offer best-in-class services, I am proud of the fact that my team has grown rapidly and is adeptly integrating these offerings. Together, we are collectively creating a more efficient ecosystem that has the auxiliary benefits of saving money and allowing our customers to move faster and be incredibly flexible.

What are your goals for your company's channel business over the next year?
Equinix is continuing to invest heavily in the channel and channel resources to build bigger and better relationships with our partners. My team is heavily invested in solving the hybrid cloud challenge for customers and we are looking to tightly integrate the channel to create more efficiencies and a highly flexible environment for enterprises. We are working together with our partners to scale efficiently for the growing needs of enterprises, especially as they deploy across multiple clouds. Having my team be the voice that advocates directly for enterprises will be how we solve the hybrid cloud dilemma.

Outside of your family, please name a woman you admire and why:
I have always admired and emulated Maria Cirino, Co-Founder and Managing Partner of .406 Ventures. Maria has an extremely high IQ, as well as EQ, and I greatly admire her working style and her counsel. I have had the pleasure of working with her at seven different companies in my career and I have never collaborated with anyone else that is so capable and intelligent. Maria has always inspired me to push myself in my career and achieve great things everyday.

What advice would you give to young women who want to begin careers in technology?
I like to remind myself, as well as everyone I work with, to inject a little humor into the workplace and try not to take it too seriously all the time. We all work with many different personality types and styles, and a little humor helps foster camaraderie with teammates. That is important to help build an energy reserve to get you through stressful times. It's also important to identify a natural support system that will assist with more challenging deadlines and projects. By doing that, your work environment will be a more authentic and beneficial one.

If you could be any movie character for one day in real life, who would you be and why?
Since my childhood, I've always admired Princess Leia as I have fond memories of my brothers and I horsing around as characters from the Star Wars universe. However, now that I am a bit older, I can see that between her fiery personality and her ability to stand up against an entire galaxy of adversity, I think would greatly enjoy the ability to live in her shoes for just one day.

If you could travel to a city you've never been to before, all expenses paid, where would you go and why?
I have never been to either Sao Paulo or Rio de Janeiro, but I would love to visit both cities to experience the culture there. At Equinix, our company is all about driving the business through consistency and cultural understanding. Brazil has a wonderful culture and heritage that has helped them develop an entirely unique way to look at how they provide managed services. I would like to visit to better understand the culture, as I advise our partners of how to better address the challenges and advantages of interconnecting to the LATAM market.

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