CRN 2018 Women of the Channel Details

Sarah Griffin

Director of GTM & Programs, Global Alliances, Dell EMC

Location: Hopkinton, MA


Number of years in current position: 2

Number of years involved with indirect sales: 6

Twitter Handle: @sjgriffin127

Fun Facts:

Has a mentor
Is a mentor
Loves Instagram
Is an extrovert
Has climbed a mountain
Can ride a horse

Biography and Background:
Sarah Griffin has been with Dell EMC for close to 13 years, beginning her career at EMC directly out of college, Sarah joined the inside sales organization where she gained a foundation in both technology and sales. Following her years in sales and sale leadership roles, she joined the EMC channel organization where she was responsible for developing and partnering to grow the solution provider business in the Northeast region for over five years. Today, Sarah is the director of go-to-market and programs for the Dell EMC global alliances organization where she focuses on driving consistent improvements, internally and externally, to ensure the global alliance and service provider partners have the best experience with Dell EMC. Sarah resides in Cohasset, Massachusetts and enjoys spending her free time on the ocean and the golf course.

How have you personally helped advance your company's channel business over the past year?
This year Sarah lead the go-to-market integration for the global alliances and service provider business and contributed to the launch of the integrated Dell EMC cloud service provider/strategic outsourcer (CSP/SO) partner program. Bringing together two of the leading technology companies in the industry has been a significant focus for everyone and Sarah was responsible for leading the global alliances go-to-market component of the integration. Bringing together two outstanding, yet very different, organizations and aligning all of the pieces to drive success as an integrated organization. In addition to aligning and integrating the Dell and EMC organizations, for FY18, Sarah launched an integrated CSP/SO track in the global partner program specific to the unique go-to-market of the outsourcer and service provider partners. This integrated program track introduced a global structure and additional benefits, such as rebates and earned BDF. It also involved a global expansion of the alliance sales director organization, a team responsible for helping partners drive the consumption of their offers built leveraging Dell EMC technologies, all intended as investment to fuel the growth of our partnerships with program participants.

What are your goals for your company's channel business over the next year?
Continuous improvement - I am a true believer that nothing is ever perfect, but we can always strive to improve. My goal for the Dell EMC global alliances and service provider business is to be as close to perfect as we possibly can. At the end of the day, our partners are an integral part of our ecosystem and ensuring that they have the tools to be successful and build profitable and prosperous businesses by engaging with Dell EMC is a key priority.

What honors, awards, or commendations have you won over the past year?
One of my biggest accomplishments was riding in the Pan-Mass Challenge, a 200-mile bike ride taking place over two days in early August with 100% of all donations benefitting the Dana Farber Cancer Institute. Our team, Team Fear Nothing, rides in memory of my father-in-law who we lost to cancer. We were recognized by the oncologist who treated him for raising over $300,000 to benefit her research to improve and extend the lives of others fighting the same disease.

Outside of your family, please name a woman you admire and why:
My prior boss who is also my mentor and a personal friend. This woman carries herself with the upmost poise and professionalism. She is truly one of the most respected, relatable and genuine people I have ever met. She has been there for me in many situations, personally and professionally, and I have learned so much from her. One of the best lessons I've learned from her is to always keep life in perspective and that "life is too short to be unhappy."

What advice would you give your 16-year-old self?
Embrace change! This was a lesson I learned and am still learning every day. Over the last year, I internalized this more than ever. I spent 12 years at EMC (my entire professional career after college) and another year at Dell EMC. After the Dell EMC merger, embracing change as we integrated the two organizations became a big part of my professional life. Those with a positive attitude about change, who are open to learning new things and embracing fresh ideas, are extremely important to the process. It is a personal goal to always be one of these people.

If you could master any new job-related skill, what would it be and why?
Patience - this is a skill I like to think I've mastered, but is a consistent area of focus in both my professional and personal life. Naturally, I have a very strong drive to move the ball forward and drive positive change, but not everyone moves at the same speed and I've learned to take a step back and ensure that the whole team is engaged and has the opportunity to share their perspectives, because you never know what fabulous idea may be revealed unless you encourage participation from all.

What's the best book you read this past year and why did you like it?
"A Dog's Purpose" written by W. Bruce Cameron told a wonderful story from the perspective of a dog and mixed humor with serious topics like a service dog finding missing children. While animals and dogs can't speak to us, they have other ways of demonstrating their thoughts and emotions. It also illustrated that the unspoken communication, can be just a powerful as the spoken word. While this was a book was read for pleasure, it also taught me some great lessons that are applicable to my professional life.

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