Location: Herndon, VA
Number of years in current position: 1
Number of years involved with indirect sales: 19
Sits on a company board
Has an advanced degree (a degree higher than a bachelor's degree)
Has an MBA
Has worked for a solution provider organization
Has a mentor
Is a mentor
Is an extrovert
Has climbed a mountain
Can ride a horse
Has studied abroad
Has always wanted to be a teacher
Biography and Background:
Hope is the leader of Cisco's Recurring Revenue Operation for U.S. Field Partner Organization as well as the U.S. Public Sector. She is responsible for the strategies related to sales, marketing, partner enablement & profitability, and promoting services and software growth for over $7.6B in Cisco Software and Service revenue through US channel partners. Hope leads the Software and Service Channels team in conjunction with Service and Software Direct Sellers, and our Partners, to develop comprehensive Software and Services strategies that support the end customer's mission or strategy while developing sustainable business models for our partners. This entails driving new program adoption, increased focus on software/service revenue opportunities, and overall partner enablement to assist in growing the overall business of the partner. Previous Cisco roles include positions in Public Sector, Global Partner Organization, Service Provider and Commercial Market segments. The key to success in each position has been her ability to build teams, lead through channel, and create a strong eco-system. Philanthropic contributions are a core value for Hope. She's a member of Cisco's Women in Action Network, a patient advocate for young adults with cancer, and an active member of Cisco's Veteran's Network.
How have you personally helped advance your company's channel business over the past year?
Cisco is making the transition to Recurring Revenue through Software and Services. My team is responsible for helping our partners make the transition to this new model. Over the last year, my team has led this change through workshops, business planning sessions, and helping our partners to build profitable business models. Change is consistent in technology, we are committed to leading from the front with our partners.
What are your goals for your company's channel business over the next year?
1. Help partners capitalize on our latest networking innovations and shift to more software-centric IT business models that not only provide recurring revenue, but also provide profitable customer application and services revenue. 2. To unleash the value of software for customers and create additional profit engines, we're helping partners build their own customer success practices. With our assets and tools, partners are discovering how customer success leads to greater customer loyalty and profitability. 3. We are helping partners sell beyond traditional IT buyers and equipping them to bridge to new buying centers and selling solutions to drive business outcomes.
What honors, awards, or commendations have you won over the past year?
2017 CRN Women of the Channel
Outside of your family, please name a woman you admire and why:
Outside of my mother and maternal grandmother, the person I admire the most is one of my mentors, Nancy. She has taught me how to navigate my career and provided me with tips to be just as successful at home. She has shown by example that courage needs to be your foundation. She has made me realize your career isn't about "climbing the ladder", it is about doing what is best for you, the company, and your family. Ironically, by doing this, the "climb" becomes much more rewarding and fun.
What advice would you give your 16-year-old self?
I would tell myself to be confident in who I am. I would tell myself that it is ok to celebrate your success and have some fun. As a teenager, I was always working to be successful and I often took on too much. I would tell myself that life is a journey of ups and downs and at times you just need to relax and enjoy the ride.
If you could master any new job-related skill, what would it be and why?
I realize this is a very tactical answer, but knowledge is power. I would love to master excel and pivot tables. Anyone who knows me knows advanced pivot tables and I have trouble co-existing and I would love to have more confidence in this area.
What's the best book you read this past year and why did you like it?
Technology as a Service Playbook by Thomas Leah and J.B. Wood Our customer needs are changing so rapidly and making the shift to subscription is critical to the success of our customers, partners, and Cisco. This book is a great reference guide for anyone looking to be successful in the digital age.
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