CRN 2018 Women of the Channel Details

Shawn Trotter

Vice President, Inside Sales North America, Dell EMC

Location: Round Rock, TX


Number of years in current position: 2

Number of years involved with indirect sales: 4

Fun Facts:

Has worked for a solution provider organization
Has a mentor
Is a mentor
Is an extrovert
Has climbed a mountain
Can ride a horse

Biography and Background:
I am vice president of inside sales North America at Dell EMC, responsible for 400 channel sales professional which currently serve 44,000 channel partners. Prior to that, I served as executive director of global channel sales and prior to that was in several sales roles at Dell EMC specializing in federal, state/local, government and education. Prior to joining Dell EMC, I worked in sales at Miller Distributor and was a dispatcher for the Austin Police Department. I am passionate about giving back charitably both in and out of work. At Dell, I was part of the founding board of Dell Veterans Employee Resource Group. I also lead a large informal employee interest group called Connected in Faith, which started as a few employees 15 years ago and is now over 650 employees-strong globally. I am also co-leading the integration of Faith which is the Dell EMC formal ERG. Outside of work, I volunteer within my church youth group mentoring middle/high school girls and with Meals on Wheels. I am also active with Rescue Her, which was founded to battle human trafficking.

How have you personally helped advance your company's channel business over the past year?
This year, the task at hand was to ensure that we integrated our two world-class channel programs while minimizing disruption to our partners and team members. I am proud to say that once again, our team over-delivered on almost every target that was put in front of them, achieving significant growth and improving internal and external net promoter scores. • Expanded our coaching program to ensure that every interaction with a partner was targeted at helping them maximize the new program benefits and achieve medal status. • Facilitated panels and committees with partners to understand which program features were most valued and what desired coverage and engagement models looked like. We made adjustments until our partners were satisfied. • Enhanced productivity, resulting in phenomenal business growth, enabling us to reduce our response times to partners. • Analyzed every comment in our employee survey to improve culture, engagement and growth resulting in record employee retention and satisfaction for the third year in a row. Our extraordinary team of channel sales professionals remain manically focused on their mission - to delight their partners and enable them to grow.

What are your goals for your company's channel business over the next year?
My goal this year is to continue being the best place to work and having the best channel team in the industry. Our team members will be experts on our world-class channel program and product offerings, providing our partners and distributors a competitive advantage. I expect my team to be the most responsive team in the industry, but also be the trusted advisors who are committed to enabling partner growth. We will measure these objectives with both internal employee and external partner scores. Winning together with our partners and distributors is what we strive to do every day.

What honors, awards, or commendations have you won over the past year?
• CRN Women of the Channel: 2017 honoree • 2017 President's Circle Award winner, top sales performance trip winner • Tell Dell EMC - Rock Star Award: Individual/Leader - Internal employee survey status to leaders receiving above 90% satisfactory rating in all categories; award recipient for 11 consecutive years

Outside of your family, please name a woman you admire and why:
Mother Teresa, as I am inspired most by those who sacrifice to serve others. She gave up worldly possessions and family to serve those whom no one else would care for. She opened hospices and orphanages for the poor, so that no one would be alone. She inspired others to love and serve through her actions and not just through her words. My favorite quote from her: "Spread love everywhere you go. Let no one ever come to you without leaving happier." If we can all leave everyone/everything better than we found it, the world would be a better place.

What advice would you give your 16-year-old self?
Don't let the image in the mirror, numbers on a scale, or the ignorant superficial opinions of others destroy your self-confidence. This goes double for measuring your self-worth against the lives of others on social media. True beauty is found in the depth of your character and by how you treat others. Embrace the times of trial, if you can, as there you experience true growth. Be your own best friend and forgive. Forgive yourself and others. Be present in whatever you are doing so that you can enjoy every precious moment of life.

If you could master any new job-related skill, what would it be and why?
Virtual collaboration - as we continue to adapt to workforce transformation, it's critical that we enhance our virtual collaboration skills accommodate a diverse workforce of millennials up to baby boomers. Gone are the days of building relationships by interacting daily over coffee, water coolers or cafeterias. Many of our leaders have never met their employees face-to-face. To ensure we provide quality development and growth for our team members, we need to enhance our skills to build strong virtual relationships. Utilizing instant messaging to give quick kudos and commentary during real-time meetings, podcasting to communicate updates and video chat where possible.

What's the best book you read this past year and why did you like it?
"Head First" by Steve Lawton, who is a Dell EMC employee. His book addresses the need to build positivity in your life just like any other muscle, so that it will serve you in difficult times. This is a quick read with practical application in both your personal and professional life. I was able to identify with it as my son had a life-threatening accident this year and the journey was almost identical to what was written in the book. We gave a copy to our leadership and had Steve speak; it has been transformational for them.

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