CRN 2017 Women of the Channel Details

Tina Gravel

Senior Vice President of Global Channels and Strategic Alliances, Cryptzone Inc.

Location: Waltham, MA


Number of years in current position: 1.5

Number of years involved with indirect sales: 25

Twitter Handle: @tgravel

Fun Facts:

Enjoys public speaking
Has worked for a solution provider organization
Has a mentor
Is a mentor
Loves Spotify
Has a personal mantra
Had a lemonade stand
Has a blog

Biography and Background:
With 25+ years of IT experience, Gravel's expertise in security/outsourcing/cloud contribute directly to Cryptzone's strategic development initiatives. Prior to Cryptzone, Gravel served as GM/VP for Dimension Data's Cloud Services Business, responsible for development/execution of cloud strategy in the Americas. Before that, she was VP Worldwide Sales/Marketing at Nirvanix, leading sales/marketing and indirect channel programs. Previously, Gravel held key roles at Terremark, a Verizon company, including VP Global Channels/Alliances, Managing Partner IT Outsourcing and VP Central Region Sales. As a member of Terremark's original Management Team, she helped guide Terremark from $400,000 in sales (1999) to a premier entity achieving acquisition by Verizon for $1.4 billion (2010). Gravel's experience is rooted in business development. She held senior positions at NetGravity (owned by Google), SAS, Sybase (owned by SAP) and CSC. As a consultant, she had a passion for empowering start up technology organizations to increase revenue, monetize intellectual property and secure funding. In 2004, Gravel was a top ten "Women in Black" recipient, an honor given by City of Chicago and "IStreet" Magazine that recognized leadership in technology. She serves on the Executive Board of the Illinois Technology Association and has served on the Channel Partners Advisory Board since 2014.

How have you personally helped advance your company's channel business over the past year?
Since joining Cryptzone, Gravel has been an education agent for positive change in the channel about what it takes to protect and secure the cloud. Gravel leads Cryptzone's initiatives to create new tools that help cloud sellers understand and guide their clients to secure solutions that protect their clouds. She advises Cryptzone to be a "channel first" organization and provides incentives to the channel for qualification and identification. "It is only through working together in lock-step with sales individuals in the partner community that they'll feel confident enough to represent cloud security solutions in the channel. In order to leverage the channel and provide a force multiplier for our growth, we have to embrace the role as educator and help our distribution channel in any way that we can." - Tina Gravel Gravel is a public speaker and frequent social media contributor, having posted on topics related to the channel, cloud, cloud security and IoT, and is frequently asked to present at industry conferences/educational events. She continues to persevere throughout the channel industry and Cryptzone's progression is a proof point, as it has added more than 50 customers in 12 months.

What are your goals for your company's channel business over the next year?
To achieve our goals with the indirect channel, it is critical that Cryptzone educate, mentor and develop a cadre of sales professionals that understand security concepts and products within the cloud sales community. While there are security sales specialists in the VAR and reseller community, those that sell cloud services and those that sell security services are different. In 2017, a personal and professional goal it to bridge the gap that cloud sales teams have with regard to selling security products. As we advance, we will see confidence in the cloud sales channel grow and security services sales grow.

What honors, awards or commendations have you won over the past year?
As a member of Cloud Girls, Women in the Channel, and Women in Technology International, Gravel mentors women interested in STEM. She serves on the executive board of the Illinois Technology Association, and the Channel Partners Advisory Board (since 2014). Gravel was in CRN's 2013 Top 50 "Women in the Channel" list for work at Nirvanix. She was a top ten 2014 "Women in Black" recipient, an honor given by City of Chicago and "IStreet" Magazine that recognized leadership in the technology industry. Gravel was honored as a 2016 "someone in the channel to know" for her work with Cryptzone.

Outside of your family, please name a woman you admire and why:
Sheryl Sandberg and her book, "Lean In" has helped spur additional movements to more women in STEM fields along with a greater awareness of what has been happening in business with women leaders.

What advice would you give to young women who want to begin careers in technology?
Do it: do not hesitate. The time is right for women in technology: we need YOU. It can be fun and exciting, as you are always learning something new, and there's the bonus that there are more jobs than there are people to fill them, which is always a great situation when choosing to pursue a career.

If you could be any movie character for one day in real life, who would you be and why?
This is an "oldie but goodie," I would like to be "Dave" the Presidential impersonator Kevin Kline plays in the movie Dave. He has all the access and fun without all the responsibility. That would be a great day, no question!

If you could travel to a city you've never been to before, all expenses paid, where would you go and why?
I would like to see Guangzhou to experience an extremely, busy, industrial, and booming city in China. I would like to better understand how Chinese people work, live and play in their lives there.

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