CRN 2018 Women of the Channel Details

Pilar Schenk

Vice President, Sales Planning and Operations, Dell EMC

Location: Austin, TX


Number of years in current position: 1

Number of years involved with indirect sales: 1

Twitter Handle: @PilarSchenk

Fun Facts:

Has a mentor
Is a mentor
Loves Instagram
Can ride a horse

Biography and Background:
Pilar Schenk is Dell EMC's global channel sales planning and operations leader. Pilar leads a global organization committed to building a world-class sales engine for the growing channel business. Under Pilar's leadership, her organization has laid a foundation across the newly combined Dell EMC partner program - designing, measuring, and running a $43 billion channel business. Pilar and her team drive key transformational initiatives to ensure our salespeople and partners find the Dell EMC program simple, predictable and profitable. Previously at Dell, Pilar served multiple leadership driving new business ventures that required strategy development and implementation of broad scale changes. Most recently, Pilar served as PMO leader for the Dell EMC IT integration, driving the strategy, projects and organization of our IT integration. Key accomplishments including a seamless Day 1 experience, full three-year integration roadmap, and $200M in cost synergies. Pilar also served as the leader of the internal digital transformation, migrating fractured internal reporting systems to SAP Hana and setting global standards for sales reporting from salespeople to the ELT. Pilar also led the sales operations strategy and the first go-to-market transformation for Dell EMC's Specialist model.

How have you personally helped advance your company's channel business over the past year?
Our mission in 2017 was to fully integrate the legacy EMC and Dell sales teams into one channel organization, delivering revenue while driving incremental margin improvement. The integration required pulling the pieces together into one sales and sales planning organization, while establishing the engine to run the new channel business. More broadly this team needed to be the umbrella across the various groups at Dell and EMC to ensure teams were aligned under a single mission to support our partners. Key accomplishments include an improvement in our net promoter score, hitting our financial plan, working with partners to bring in thousands of new customers, establishing an extensive plan-within-the-plan mapping to our strategic priorities, and establishing a new partner data structure to improve ease of doing business with Dell EMC.

What are your goals for your company's channel business over the next year?
Last year we spent a lot of time combining the businesses while delivering fantastic results. This year, we are going to put our foot on the gas. We are pulling the levers to enable partners to do more, and further clarify what we need from them. Key areas of focus will be accelerating storage and improving profitability. We will let our product breadth and market opportunity drive our actions. It is going to be an exciting year.

What honors, awards, or commendations have you won over the past year?
In 2017, I was part of CRN's Women of the Channel list. Outside of work, I am recognized at home by my eight-year-old son "as the best cooker" and by my six-year-old as the "best at hugs."

Outside of your family, please name a woman you admire and why:
Theresa May is one to watch. She came to power in a time of tremendous change and division. She led a movement that is unpopular with many. Although I am not fully aligned to her politics, I appreciate her vision, style, and the complexity of what she governs today. It is better for us all to see women take up these roles, but it is hard stuff. I admire her willingness to lean in and drive the change she believes in. I am eager to see how this plays out this year.

What advice would you give your 16-year-old self?
Relax, life is a journey. There is a natural dichotomy in the advice to live each moment to the fullest, while recognizing life is a marathon not a race. In the end, it is about living each day fully, but not forcing things. Whether its teenage angst, being a new parent, or difficult work challenges, sometimes it is hard to see past it in the moment. But it passes, and in the interim, that stress chips away from your enjoyment of each day. Carpe diem and enjoy!

If you could master any new job-related skill, what would it be and why?
Running a business requires strong financial acumen. I have been in a lot of roles where we leverage numbers, but really feel it is critical to be an expert across the levers in profit and loss business. Being a finance ninja is a critical skill to making better business decisions.

What's the best book you read this past year and why did you like it?
My favorite book I read last year was called "Power". It is a book that I found on Obama's list of top reads and thought I would give it a try. In the book, women suddenly have the power to inflict electric shock through their fingertips. The book delves into how society reacts and presents the question: what if women were more physically powerful? I loved it! It was a fun read, but highly thought-provoking as well.

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