CRN 2017 Women of the Channel Details

Jan LaTourette

Director, Partner Sales Enablement/Champion Program, Juniper Networks

Location: Concord, NH


Number of years in current position: 5

Number of years involved with indirect sales: 5

Twitter Handle: @JanLaTourette

Fun Facts:

Has a female boss
Enjoys public speaking
Has worked for a solution provider organization
Is a mentor
Had a lemonade stand

Biography and Background:
I am currently the Director, Partner Sales Enablement in the Juniper Channel Program Organization. I have 33 years-experience in the fast-paced, ever changing networking industry. Keeping up with these evolving technology advances is imperative - it has allowed me to effectively assist partners and customers in advancing their businesses and remaining competitive. How do I accomplish this? A proven and effective method of relationship building, best-in-class program management, and a relentless focus on execution - landing in the field and market. Critical to my success is my ability to identify and assemble highly-effective, cooperative teams of people across multiple disciplines, including sponsoring executives. Building trusted and strong relationships is key - inside and outside the company. By utilizing those relationships especially those in the field, I've been able to keep a pulse on customer and partner requirements. By working closely with those teams and the identified players in finance, legal, and engineering, I've developed and implemented large-scale, high-impact sales enabling and revenue-generating programs. My specialties include: Channel Development and Strategy, Sales Development, Sales and System Engineering Enablement, Large-scale Program Management, Education and Certification Programs, Product Management and Marketing.

How have you personally helped advance your company's channel business over the past year?
The Champion Program has achieved extremely strong recognition in the industry, and it's a tremendous competitive differentiator for Juniper. It's one of the key reasons both the engineers and the partner executives remain loyal to Juniper. As customer decision making shifts to line of business decision makers, partners will have more power in the customer sale. The Juniper Champion Program serves as one of cornerstones to preserving and fostering important partner loyalty. As customers' acquire multi-vendor solutions, Juniper Champions are in a unique position to be the Juniper advocate in those multi-vendor solutions, and beat the competition. Vendor collaborative selling and solution development practices will be critical over the coming years, and requires deeper vendor and partner interaction. Juniper leverages our Champions Program as a vehicle to accelerate revenue growth for our partners and us. As we invest in both our partners' and our systems engineers' in collaborative, consultative selling solutions, it provides competitive advantage. Numerous studies show that this deep collaboration leads to companies that are more profitable. In addition, in five years, 60-75% of channel employees will be millennials. Certifications, community learning, and interaction are important to them - we can capture this audience with the Champion Program.

What are your goals for your company's channel business over the next year?
Based on the success of the Champion Program and the team approach of landing Partner Technical Enablement in the field globally, I am now also the Director of Partner Sales Enablement. My goal is to replicate the technical model, which I developed with the Juniper SE Leadership. I plan to: collaborate with worldwide partner sales to develop a strategy and implementation plan; understand field needs to land partner enablement initiatives; create enablement materials that meets both corporate and field requirements; and develop prescriptive training, relevant solutions-based collateral and sales tools, rewards and incentives, and field motions to increase sales achievements.

What honors, awards or commendations have you won over the past year?
The Corporate Vice President Sales Strategic Alliances appointed me as the Director, Partner Sales Enablement. This appointment was because of the success of the Champion Program and the team approach of landing Partner Technical Enablement in the field globally.

Outside of your family, please name a woman you admire and why:
I don't have a specific female role model, but I am in admiration for those woman throughout history who have broken the mold, stood up for what was right, chose to be heard, and paved the way for women today to be able to be recognized and successful both personally and professionally.

What advice would you give to young women who want to begin careers in technology?
Identify a successful professional woman that shares your value system, and ask that she be your mentor and advocate - listen, watch and learn. Work hard and with integrity, seize opportunities, be passionate and positive, and always treat colleagues with respect. Speak up, you're amazing, and you need to let the world know. Ensure you balance your work and home life - this is very important.

If you could be any movie character for one day in real life, who would you be and why?
I would love to be Ethel Norman (Katharine Hepburn) from the movie On Golden Pond. This movie was filmed on the lake in New Hampshire, Squam Lake, where I have so many fond memories of being with my husband and two sons on our yearly summer vacations. My boys are now in college and our adventures to the lake have ended. I would love to relive that time in my life just for one day as that character on our beautiful lake.

If you could travel to a city you've never been to before, all expenses paid, where would you go and why?
I would love to visit with my husband the Tuscan region of Italy. Specifically a spot on the Mediterranean Sea on the lagoon of the Argentario in the south and the islands. Tuscany is known for its thermal hot springs, delicious cuisine and world-renowned wines, all of which we love! We also enjoy outdoor activities and I understand Tuscany is a paradise for people like us with its varied landscape and many natural parks that promote walking, biking and hiking. My husband is a history buff, and we would enjoy touring historical sites and viewing the architecture and art.

Unedited Content Provided By Participants