CRN 2018 Women of the Channel Details


Erica Lambert

Vice President, Global Channel Services Sales, Dell EMC

Location: Austin, TX

URL: http://www.Dell.com

Number of years in current position: 2

Number of years involved with indirect sales: 3

Fun Facts:

Has worked for a solution provider organization
Has a mentor
Is a mentor
Loves Instagram
Has climbed a mountain
Can ride a horse

Biography and Background:
This May marks my 21st year at Dell! Over the years, I have had a great number of opportunities to serve our customers, learn, and help grow our business. My career started in 1997 in K-12 sales where I honed my selling skills as an inside sales representative, sales manager, and finally national sales director. I then had the opportunity to lead the medium business acquisition sales organization before being promoted to an executive director over Dell's medium business organization. After 13 years of sales I turned my attention to a number of strategy, channel operations, and global operational leadership roles. In 2017, I had the unique opportunity to lead a number of the Dell and EMC integration working teams. Most recently I moved into my latest role, global channel services sales. I am excited about the continued opportunities for Dell Technologies to #GoBigWinBig and the world-class end-to-end capability we can bring to our partners. Over the years, I have also served as a board member of our WISE employee resource group and volunteer for a number of charities, including the youth group in our church.

How have you personally helped advance your company's channel business over the past year?
Services is a critical enabler to our customer experience. We serve a 24/7 customer set and uptime is critical! We also know that professional services can accelerate the value of solutions for our customers. Over the past year we have focused on building an integrated partner program that drives benefits to our partners that lead with services. The Dell EMC partner program enables and rewards partners that develop services practices and deliver great capability for our customers and offers profitable rebates for partners that sell our suite of services. In 2017, we delivered significant growth ($5.5B) with, and through, our partners.

What are your goals for your company's channel business over the next year?
Success will be centered on delivering the partner promise of SIMPLE, PREDICTABLE, and PROFITABLE. To make that happen we need to enable our partners in 3 key areas: -Giving partners the tools and technology to maximize the customer experience. For example, Support Assist proactively checks the health of a system's hardware and software. When an issue is detected, the necessary information is sent to Dell for troubleshooting. Dell contacts partners/customers for resolution, preventing costly problems. - Increase profitability for our partners with our simplified rebate programs, tools, and sales programs. - We enhanced our services competency approach and performance monitoring.

What honors, awards, or commendations have you won over the past year?
• 2017 Woman of the Channel • Dell EMC Tell Dell Rockstar

Outside of your family, please name a woman you admire and why:
Joyce Mullen, our new channel president at Dell Technologies - Joyce has an inspiring business approach that I have had the great fortune to learn from over the years. She is highly focused on our customer and partner success, she is transparent, pragmatic, passionate about improving the business, and a caring leader. We are lucky to have her!

What advice would you give your 16-year-old self?
Don't waste your time on worry! I have spent way too many cycles in my head worried about the past, present, and future. I would push my 16-year-old self to dream big, work hard, and trust that good things will happen!

If you could master any new job-related skill, what would it be and why?
Storytelling! I love listening to speakers that have mastered the use of humor and storytelling. I am great with data and addressing the what, why, and how of a business opportunity, but I sure would love to get the audience roaring! 2018 is my year to make it happen.

What's the best book you read this past year and why did you like it?
My 8-year-old son, Ryan, and I read "Wonder" by R.J. Palacio before the movie was released. It was an inspiring and uplifting story that prompted so many important conversations for Ryan and I. The story of Auggie and his family emotionally pulls you in and highlights just how many things we can take for granted on a daily basis.


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