CRN 2017 Women of the Channel Details

Polly Weiss

Strategic Partner Manager, Citrix

Location: Chicago, IL


Number of years in current position: 1

Number of years involved with indirect sales: 30

Twitter Handle: @pinkwindow1

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

Biography and Background:
As the Strategic Partner Manager for Citrix, I'm responsible for transforming the relationship with our largest partner by implementing programs and building a high performing team to drive results. Switching the focus to an active selling model with our partner has significantly and positively impacted business growth. I've been privileged to be a Director with several great technology companies including Citrix, Adobe, Cisco, Dell and Entex where I've been inspired to grow the business and overachieve our goals. Career Focus: • Advocating for partners by aligning goals and transforming relationships. • As the Manager of a large national partner, turned an underperforming team into top achievers. • Inspiring others to stretch to achieve their potential. • Supporting and mentoring women (and men) in leadership rolls. • Viewing tough times as an opportunity to lead and transform results. • Teaching sales teams the Business Value sales approach. • Increasing end customer's return on investment making our team trusted advisors. On a personal level, married for 30+ years, raised 2 wonderful children and enjoy volunteering as a speaker with Women at Risk International. Created "Reddog Soup" with my husband where we cook and deliver soup to cancer patients and those grieving

How have you personally helped advance your company's channel business over the past year?
• "Change Agent" responsible to move our model to "Active Selling" and driving net new business with the partner. • Developed a new program called "Unleash the Power" to demonstrate to Citrix stakeholders the value of our partner and to the partner, the value of Citrix. • Drove 60+ on-site sales engagements in Q3/Q4 2016 between our field sales and our partner's corresponding teams that produced significant new business and profitability to our partner. • Launched the executive level relationships with the partner. • Hiring a high performing experienced sales team, focused on specific segments and solutions to increase pipeline and accelerate growth.

What are your goals for your company's channel business over the next year?
• Citrix key message is: Providing high value secure solutions that allow customers to access applications and data on any device, anywhere at any time - Securely. Enabling our partner to share this message is key. Translating business value propositions into simple discussions accelerates growth. • Overachieving both top line revenue "Volume" (partner goal) and closing net new business or "Value" (our goal) while building on previously established relationships. • Hiring, onboarding a high performing team, aligning them with the partner to accelerate growth. • Having fun, making a difference by scheduling a charity "fun run" with our partner.

What honors, awards or commendations have you won over the past year?
Awarded Citrix Americas Strategic Partner Manager of the Year at Citrix Summit for driving the largest partner revenue in 2017. I received this award for transforming the relationship with our partner to implement specific programs and repeatable processes that drove net new sales by providing business value to end customers through the partner. Developed a new selling motion and leveraged field resources to enable the partner to succeed. Significantly overachieved objectives while only on board for 2 quarters.

Outside of your family, please name a woman you admire and why:
Rebecca MacDonald, founder and leader of Women At Risk international. An American growing up in Pakistan among at-risk women, Becky was convinced to fight human trafficking, abuse of women and sexual slavery. She started WAR International now operating in 40 countries, supporting safe houses, and programs for at risk women. She is a voice for oppressed women who gives them hope, vocational training and opportunities through new micro-enterprises. I'm privileged to have traveled to Thailand with Becky and to support her organization as a volunteer speaker. Becky is impassioned and lives her life help thousands of women globally.

What advice would you give to young women who want to begin careers in technology?
• Jump in and start swimming - the water isn't getting any warmer! Without a degree in business or computer science, I made a move from public sector employment to selling technology solutions and quickly overachieved my goals including learning a new industry, how to sell and manage/lead others. • Make every day count - find out what matters to your customers and stakeholders and how you can help. • Feed Yourself! Take the initiative to do things you're not fully confident of or competent in - fail, dust yourself off and keep moving forward. • Enjoy something every day!

If you could be any movie character for one day in real life, who would you be and why?
Mary Poppins! When I was 6, I believed I could fly! I would run as fast as I could, leaping into the air flapping my arms, trying to launch into flight. She inspires me because: • She can fly! • She "pops" in, assesses the situation, establishes herself as a fun change agent, and makes things happen! • Mary is innovative, high energy, organized, on-task; she produces amazing positive results. • When she's accomplished her goals she floats off to the next place that needs her talents. • Mary is inspiring, productive, fun and greatly impacts those she touches.

If you could travel to a city you've never been to before, all expenses paid, where would you go and why?
Tokyo - an entirely different culture than the world I live in and is: • A sparkling major city that has survived and thrived despite its country's major trials (including nuclear attacks, earthquakes and economic challenges). • As a former City Planner, I've visited many major cities and found the history, development, art, architecture and people fascinating and compelling. Tokyo is high on my list as a thought provoking place on many levels! • Finally, my husband and I love sushi so I know this is the city for us!

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