CRN 2018 Women of the Channel Details

One of our "Power 100 Vendors"

Jules Johnston

Vice President, Americas Partner Sales, Equinix

Location: Redwood City, CA


Number of years in current position: 3

Number of years involved with indirect sales: 23

Twitter Handle: @JulesJJohnston

Fun Facts:

Has an advanced degree (a degree higher than a bachelor's degree)
Has worked for a solution provider organization
Has a mentor
Is a mentor
Loves Instagram
Is an extrovert
Can ride a horse
Has studied abroad

Biography and Background:
Prior to joining Equinix, where I build and manage the Americas Partner Sales organization, I spent all of my career in tech, most of it in the channel. An undergraduate English major at Tufts who planned to go to Law School, I got the bug for technology sales during an internship at Lotus Development my senior year and never looked back. I've been fortunate to have assignments in large, global companies like Lotus and VeriSign, as well as the sometimes daunting and highly satisfying challenges best found in entrepreneurial startups. I also had a rare opportunity to step "inside," away from sales, as Chief of Staff to the President of our division. In that role, I gained an exceptional executive education with a unique opportunity to lead our people processes as head of HR for that division. Probably no single four-year span has taught me more about people, the business, how to make sure you're watching the right metrics, leadership, and the interdependencies of a high-functioning organization. It informed my leadership style, strengthened me as a manager, and gave me a wider business lens that's made me a much better collaborator to channel partners, an area I'm deeply passionate about.

How have you personally helped advance your company's channel business over the past year?
First and foremost, I'm proud of building a wonderful, dedicated team with deep partner-DNA. Equinix has made a serious investment in partner-facing sales and support resources in the last two years. The rate of my team's growth has meant a steady infusion of new ideas, experiences and relationships as we've added these talented folks to our mix. Second, we have a now sizeable Partner Sales Management function embedded within Equinix's larger Field Sales team, acting as in-region partner advocates, educators and ambassadors. This has fostered a pro-partner environment in Equinix's sales culture. In less than two years, having instituted the necessary processes, compensation, tracking and support, it's become commonplace for Equinix field sellers to co-sell with partners. Third, in late 2016, Equinix began focusing resources on partners integrating their own managed and professional services, with hybrid-cloud, security and storage competencies. We've aligned our channel marketing resources, solutions architects, and partner and field sales force to work most closely with those partners who are making an investment in Platform Equinix and who appreciate the value of interconnection. The result has been outstanding in terms of deeper partnership with this class of partners, and higher productivity for both the partners and Equinix.

What are your goals for your company's channel business over the next year?
Equinix has a very strong, highly-interconnected value proposition for enterprise customers who need to make a digital transformation. But we can't do it alone. We need partners. Channels and Alliances with partners like Microsoft, AWS, Oracle, NetApp, F5, and Cisco are critical to serving the complex needs customers have along their journey to hybrid cloud. In 2017, Equinix increased the percentage of our business driven through partners. Even more notably, Equinix saw terrific growth in the role partners played in our new customer acquisition. We expect continued growth and more joint selling in 2018.

What honors, awards, or commendations have you won over the past year?

Outside of your family, please name a woman you admire and why:
Michelle Obama. To me, she's the epitome of class, brains and style. She's consistently gracious under what has to be incredible pressure. She's an amazing speaker who authentically connects with her audience. Moreover, and dear to my heart, she's steadfast in her support of women and girls, their rights to education and equal opportunity, and leveraged her status to effect change in children's health. That she manages to do all this and balance wonderful relationships with her husband and daughters while always looking fantastic is impressive. As a working, married mother of two girls - it's a lot to admire!

What advice would you give your 16-year-old self?
Learn how to streamline your get-ready process. I would tell my 16-year-old self that there will come a time when "another 20 or 30 minutes" is the daily difference in getting things done that individually and cumulatively matter. Whether that's braiding your daughter's hair, calling your sister, unloading the dishwasher, walking your dog, re-reading that email before you hit send, or rehearsing a speech, you WILL want more time for all kinds of things that your 16-year-old self can't even imagine yet or wouldn't prioritize. Getting yourself ready efficiently will be a valuable skill to have.

If you could master any new job-related skill, what would it be and why?
Fluency in Spanish and Portuguese. The 2017 acquisition of Verizon Data Center assets in Miami and Columbia, coupled with Equinix's existing foothold in Brazil, are facilitating exciting growth across Latin, South and Central America. I'd love to be able to talk directly with existing partners and prospective partners in their native language as we work together to maximize our shared opportunity to help customers with their digital transformation.

What's the best book you read this past year and why did you like it?
Amanda Lindhout was a featured speaker at Equinix Women Leadership Network's annual global gathering of female sales professionals. An inspiring story of resilience, her book, "A House In The Sky", is a horrific true story about a brave, young freelance journalist abducted by Islamic extremists in Somali who hold her ransom from a family that doesn't have the means to buy her freedom. Through captivity, starvation, regular rape and torture, Amanda managed to survive and come out of the experience capable of inspiring others with her story; she is now raising money to improve the plight of women in Somalia.

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