One of our "Power 100 Vendors"
Location: Arlington, VA
Number of years in current position: 8.5
Number of years involved with indirect sales: 17
Biography and Background:
Melissa has been a major contributor in defining Sungard AS' overall channel go-to-market (GTM) strategy and building the Sungard AS Partner Program. In 2008, Melissa was recruited to Sungard AS to create and launch a new partner program. She led the team responsible for designing the program framework, establishing partner pricing, launching a new partner portal, and implementing partner operations. The Sungard AS channel is now responsible for driving over 50% of new logos and a significant revenue contributor for the company. In Melissa's current role, she is responsible for driving GTM strategy with Sungard AS' strategic partners and technology alliances globally. Working cross-functionally with Product, Sales, and Marketing, her team builds and executes on joint GTM plans to drive Sungard AS' cloud/hybrid IT services to market with and through partners. Leveraging her 15 plus years of channel experience, Melissa is helping partners transition to selling cloud/as-a-service offerings or enhance their current cloud services portfolio. Prior to joining Sungard AS, Melissa worked for Lucent Technologies and Alcatel-Lucent where she served in a variety of partner management, channel program, and channel operations roles.
How have you personally helped advance your company's channel business over the past year?
In 2016, I spent a significant amount of time driving joint GTM plans with Cisco and Dell EMC, in order to drive hybrid IT/cloud services to the market as well as through our mutual partner ecosystem. I focused on developing new "bimodal IT" sales messaging/marketing campaigns to help partners understand how the Sungard AS services portfolio, powered by Dell EMC and Cisco technologies, can help customers navigate their journey to the cloud, yet still address customers' legacy IT environments. The new messaging and partner enablement campaigns resulted in significant channel pipeline growth for the year. Sungard AS was also recognized by Cisco for two awards in 2016 as a Cloud Service Provider (CSP): • Cisco 2016 Theater/Area Award - Data Center Partner of the Year for the Americas • Cisco 2016 Americas Cloud Partner of the Year
What are your goals for your company's channel business over the next year?
For 2017, my key priorities are: • Continue to drive joint GTM execution with Dell EMC and their partner ecosystem through the Cloud Partner Connect Program. (Sungard AS was named as a Titanium Service Provider partner for 2017.) • Drive global recruitment of new Service Providers to the Sungard AS Channel Program. • Leverage bimodal messaging to help recruit and enable agents/master agents. • Build out the Sungard AS Channel GTM strategy with the AWS partner ecosystem.
What honors, awards or commendations have you won over the past year?
• "Women of the Channel: Power 100" - 2016 (CRN) • Top 55 Cloud Channel Visionaries - 2017 (Channel Visionaries)
Outside of your family, please name a woman you admire and why:
One of the women I admire is Malala Yousafzai. I am overwhelmed by her courage and perseverance as she advocates for access to education for young girls. She didn't let tragedy have the last word, but she allowed it to fuel her passion and sense of purpose.
What advice would you give to young women who want to begin careers in technology?
I would tell young women to not be intimidated to go into technology because they think they aren't "technical" enough. Not everyone has to be an engineer to have a job in technology! My major was business, but I have been in technology related jobs throughout my entire career. You can learn the technology.
If you could be any movie character for one day in real life, who would you be and why?
Carrie Bradshaw. Who would not want her shoe collection for the day?!
If you could travel to a city you've never been to before, all expenses paid, where would you go and why?
I'd love an all-expense paid trip to Fiji. It has been on my list of places to visit for a while. I'd stay in one of the huts over the waterand make sure I didn't have any cell phone service for about 2 weeks!
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