Location: Manhattan Beach, CA
Number of years in current position: 3.5
Number of years involved with indirect sales: 20
Biography and Background:
Nancy is a results-driven, global sales executive with a proven track record of success in creating and executing strategic sales and channel partner programs in high-growth markets. She is a respected and energetic sales leader with the ability to recruit, develop and lead high-performing sales teams focused on exceeding revenue goals, financial targets and corporate objectives. Her extensive experience has resulted in the development and successful leadership of innovative sales and marketing programs across global markets in segments ranging from SMB to Enterprise and across companies ranging in maturity levels from start-ups to Fortune 500 firms. Nancy has earned a solid reputation for creating dynamic plans for new and emerging partnerships. She has over 20 years of expertise in the technology industry. She began her career in sales, working for a solutions provider in Atlanta, which led her to Novell. After 13 years at Novell, Nancy joined notable innovative companies such as Trend Micro, Palo Alto Networks, Dell and Kaspersky, where she served as the SVP, Corporate Sales for nearly three years. She currently leads LogRhythm's partner sales organization as Vice President, Channel Sales and has accelerated its partner sales business by over 600% in the last three years"
How have you personally helped advance your company's channel business over the past year?
• I personally worked with the channel sales team to create an evolution to our deal registration program by which partners were able to make more margin for the work done: the average bookings per partner increased by 80% and the average deal size per partner by 67% for 2015-2016 and the partners were able to recognize more margin per deal. • By transforming a fundamental deal reg program, we were able to exponentially grow the total partner originated new business bookings 610% from $5 million to $35.4 million within three years at LogRhythm. • With our extreme focus on hiring the right people and partners, our Brazil team and the partner secured the 2016 summer Olympics. • Most importantly, we were able to retain our top talent and were able to achieve zero team attrition in 2016.
What are your goals for your company's channel business over the next year?
We have three primary channel sales business goals over the next year: 1. Accelerate the amount of services business that goes through our key partners 2. Enable and provide our top partners with the right amount of training and knowledge transfer and the right resources to be more successful thanthan last year, than last quarter, than our competitors. 3. Continue to be easy to do business with. This is a critical component of our success and requires LogRhythm to listen and execute in the field. Finally and most importantly: do what we say we are going to do. Have Integrity.
What honors, awards or commendations have you won over the past year?
My honors and awards come from the fact that none of my team members (12 directs and another 6 indirects) left the company in the face of so many obstacles and opportunities that I am sure they had at their disposal. Zero voluntary attrition.
Outside of your family, please name a woman you admire and why:
Rosa Parks. She had the courage to stand up for herself and her beliefs. She held her ground and would not go to the back of the bus. This came at a time when women were just coming into their own, let alone a women of color. She overcame multiple obstacles. She not only had courage but she had grit. She gave all of us hope and determination.
What advice would you give to young women who want to begin careers in technology?
The advice I would give young women who want to begin careers in technology is to say go for it. Remember the three P's: Passion, its worth more than skill. Persevere; if you don't get the answer you were looking for ask a different question or a different person. And finally, People. People matter; always remember the human factor when it comes to doing business. People buy from people. And surround yourself with the right people .
If you could be any movie character for one day in real life, who would you be and why?
I would love to be Ferris Bueller because he did whatever he wanted to for one day and brought his friends along for the adventure.
If you could travel to a city you've never been to before, all expenses paid, where would you go and why?
Ko Samui, Thailand's second largest island. It embodies all the characteristics that my husband and I enjoy when we travel:: islands and cities that are not 'well travelled', unique culture and gorgeous islands life and caribbean- like, crystal clear water, wonderful people.
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