Location: Gulf Breeze, FL
Number of years in current position: 9
Number of years involved with indirect sales: 28
Enjoys public speaking
Has worked for a solution provider organization
Has a mentor
Is a mentor
Has a personal mantra
Has completed a marathon
Can ride a motorcycle
Had a lemonade stand
Always wanted to be an Olympian
Biography and Background:
As a senior channel sales advisor, I have been involved in partner engagement strategy, geo-southeast state relationships, and sales alliances & marketing efforts for nine years at AppRiver. My focus has been on deepening executive relationships within the channel, increasing client loyalty and retention, accelerating growth from client relationships, driving brand awareness in the channel marketplace, and optimizing partner engagements. My areas of responsibility include channel relationships, channel territory marketing functions, client events, and company advisory board. Prior to AppRiver, I held various sales positions from regional and account management roles to a sales representative in the field. I have worked in the technology industry for almost 30 years. I have previously served as the president of the Armed Forces Communications Electronic Association, (AFCEA) for the Blue Angels Pensacola Chapter and am a 2015 Woman of the Channel nominee recipient.
How have you personally helped advance your company's channel business over the past year?
In the ten years since I've been with AppRiver, the channel has continued to grow from a few hundred partners to more than 3,800 partners worldwide. Each partner relationship I have been a part of cultivating has been an enjoyable experience and it fills me with pride for the company to watch partner business thrive. From onboarding to problem solving, I hold a strong confidence in the developed Phenomenal Care™, my partners deserve and have come to expect. Moreover, investing in my partners' success only strengthens my resolve to further expand my skills toolkit. Sometimes, the best choice is to stick with a winning formula and continue to evolve it to keep it fresh, which is one of my mantras. I do this by attending conferences and expos, and visiting with my partners at a collaborative event in their territory or making visit appointments.
What are your goals for your company's channel business over the next year?
To continue growing the channel business! AppRiver saw a 24-percent increase in channel revenue in 2016, marking another year-over-year increase. The continued tremendous growth stems in part from a laser focus on relationship management. Additionally, at the close of 2016, we saw a 22-percent increase in partners and a 19-percent increase in partner customers.
What honors, awards or commendations have you won over the past year?
I was named a 2015 Women of the Channel participant for my work in the channel. I also advocated for was successful in getting an AppRiver internal email group specifically designated for women. The group allows some 50+ women to collaborate on issues and share work-life balance information.
Outside of your family, please name a woman you admire and why:
Diana, Princess of Wales serves as a point of inspiration for me. She was selfless in her actions and lived a life that was in service of others: children, homeless, and those affected by debilitating diseases. She always displayed grace and poise, while making a positive impact wherever she travelled.
What advice would you give to young women who want to begin careers in technology?
I believe it is important to view yourself outside of the "man vs. woman" scope of view, and instead channel all your energy into making yourself a competent and reliable asset to your coworkers and your company. It took a great group of equally-minded, dedicated, employees to create the strong program we have here at AppRiver, and this same principle is inherent at other companies too. The key component is willing people working as team players to back the ideals of the company, working as team players, and being honest while doing so.
If you could be any movie character for one day in real life, who would you be and why?
I would be Princess Leia, from Star Wars. One reason because it's one of my favorite movie-series ever. However, the main reason is because I admire how she is self-sacrificing and puts her family, friends, projects before herself and is committed to the team or cause. Those traits are such that I wish to emulate in my own life journey.
If you could travel to a city you've never been to before, all expenses paid, where would you go and why?
I would travel to Shannon, Ireland. Not only is it one of my favorite Irish names, but is in County Clare, Ireland where I believe is to be my father's side of the family home country. Going to the place where my "O'Brien" lineage originated would be an incredible experience.
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