CRN 2017 Women of the Channel Details

Carla Morss

Senior Director, WW Partner Sales & Alliances, BitSight

Location: Cambridge, MA


Number of years in current position: 2

Number of years involved with indirect sales: 7

Twitter Handle: @BitSightPartner

Fun Facts:

Has a female boss
Is fluent in another language
Enjoys public speaking
Has worked for a solution provider organization
Has a mentor
Is a mentor
Loves Spotify
Has a personal mantra
Has completed a marathon
Had a lemonade stand

Biography and Background:
Carla Morss is Director of WW Strategic Partner Alliances for BitSight Technologies, the Industry Standard in Cyber Security Ratings. Carla has spent the last 4 years specializing in enterprise sales for global 1000 financials sector and establishing key strategic global partnerships which include Markit, Ernst & Young and Singtel. Prior to BitSight, Carla spent 10 years with Q1 Labs, acquired by IBM, building US channel alliance program and later focusing on building the federal government practice. Carla is a graduate of Northeastern University in Boston.

How have you personally helped advance your company's channel business over the past year?
Over the last year I have recruited strategic global partners to align with BitSight's overall growth strategy, specifically in geographic territories where BitSight did not have any physical presence. I have built a solid channel program, providing product margin and deal registration protection along with a dedicated channel marketing development fund to enable joint lead and demand generating programs. I have worked with both our direct sales teams and inside sales teams educating them on the value, benefit and force multiplication factor of working with our channel partners. I have expanded the EMEA channel by adding additional team members to help facilitate account mapping and joint collaboration on accounts and opportunities. I have created a solid partner-training program for both sales and technical roles so that our partners are a true extension of BitSight sales team. I have created a very channel focused program and my goal is to drive all revenue thru our partners.

What are your goals for your company's channel business over the next year?
My goal for BitSight channel business in 2017, is to double the channel revenue and continue to be an integral part of the overall BitSight revenue and growth strategy. As I expand the channel program, I will be adding channel managers in EMEA and APAC. BitSight is the industry standard in security ratings and part of my role if make sure thru our partners that we have a global presence and that our message is delivered. Finally my focus will continue to be in growing and maintaining the best channel program, so that resellers want to work exclusively with BitSight.

What honors, awards or commendations have you won over the past year?
I won the Channel Women of the year award in 2016.

Outside of your family, please name a woman you admire and why:
My female role model is Dr. Judith Richter, founder & CEO of Medinol, which develops and manufactures intravascular stenting solutions. During her career, she founded 5 additional companies, served in the Israeli Army, sits on numerous boards & is a faculty member at the University of Tel Aviv. Despite her many professional accomplishments, Dr. Richter volunteers her time and is a major donor to numerous causes, including arts & humanities, sports, and women issues. Most important priority is her family, children and grandchildren. I aspire to be the woman Dr. Richter is, smart, successful, philanthropic, family oriented, a mentor.

What advice would you give to young women who want to begin careers in technology?
My advice to any young woman aspiring to succeed in the workplace is first and foremost, to find your passion, find what you love to do. If you love what you do, it will not be work. Dedication, a positive attitude, perseverance and always believing in yourself, even in the most challenging of times, are the key ingredients to succeeding. Don't be afraid to ask questions or ask for help and finally find a mentor either within your organization or outside that can teach you, guide you and empower you to grow personally and professionally.

If you could be any movie character for one day in real life, who would you be and why?
If I could be any movie character for one day in real life I would be Rose Sayer, played by Katharine Hepburn, in the1950's movie African Queen. Rose is a missionary in East Africa during World War 1. She shows compassion, volunteering to help the less fortunate, strength by remaining in a war-torn area, despite being under attack. She has the gumption and perseverance to convert a supply boat into a torpedo boat with the intent to sink the German gunboat that had been patrolling the river and blocking British counter-attacks; she succeeded. Totally brilliant!

If you could travel to a city you've never been to before, all expenses paid, where would you go and why?
If I could travel to a city that I've never been to before, all expenses paid, I would go to Casablanca, Morocco. Steeped in thousands of years of history; Phoenician, Roman, Arab, Jewish, Portuguese, Spanish, and French culture, the ability to explore and experience firsthand the ancient structures, exotic foods, the scent of spices and oils fill the warm year round Mediterranean air; shopping bazaars, filled with exotic fruits, fine silks, hand made rugs, all of this is in sharp contrast to the new Casablanca that is the economic and business capital of Morocco. Finally, the classic romance movie, Casablanca.

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