CRN 2018 Women of the Channel Details

Kim Visconti

Director, Channel Sales - Southeast Region, Fortinet

Location: Sunrise, FL


Number of years in current position: 0.5

Number of years involved with indirect sales: 16

Fun Facts:

Has worked for a solution provider organization
Has a mentor
Is a mentor
Can ride a horse
Likes playing video games
Has always wanted to be a teacher

Biography and Background:
A Fortinet veteran of 8 years, Kim began her time in the Carrier & Services Provider Team, and was most recently named Channel Director for the Southeast region. In this role, she is responsible for a team that supports and cultivates regional, national, and DMR partners in 11 states. During her tenure at Fortinet, she has shown a vast understanding of the channel ecosystem and strives to apply that knowledge to ensure her partners intelligently grow their business as well as enable them to adapt to the evolving models of success as a solutions provider.

How have you personally helped advance your company's channel business over the past year?
In 2017, I focused on building a strong partner channel in the southeast by enabling strategic partners in three key areas- sales growth, technical skills development and marketing initiatives that help drive revenue and brand awareness. Sales growth was significantly impacted by our partners leveraging our unique Security Fabric and being able to position and sell the solutions that make up the Fabric. Another key area that lead to success was helping our partners understand our channel programs so that they could maximize benefits afforded to them by a benefit-rich partner program. Also, extending channel initiatives to our distribution partners as well as Fabric-Ready & Alliance partners helped strengthen our business, brand preference, and accelerate our revenue goals with our partners.

What are your goals for your company's channel business over the next year?
We have spent the past four months building out a strong team of channel account managers with extensive channel know-how and experience. With this new team, we are well-positioned to achieve the twin goals of growing focus partner revenue 30% YOY and building the finest channel team in the company. The southeast region has tremendous upside for Fortinet and concentrating on strategic partner enablement, identification of new focus partners, and partner-initiated revenue are key to our success.

What honors, awards, or commendations have you won over the past year?
Fortinet Channel Account Manager of the Quarter

Outside of your family, please name a woman you admire and why:
Michelle Obama is a woman I admire for many reasons, but a few stand out. She balanced the demands of mother, wife and First Lady, and handled herself with grace, poise and a quiet sense of courage when dealing with both admirers and detractors. Her initiatives, such as exercise, good nutrition and education are universal causes. Finally, she coined a mantra that says so much with so few words, "When they go low, we go high."

What advice would you give your 16-year-old self?
Be bold. Do not be afraid to aggressively pursue your goals and dreams, even if you think you are "not ready yet". The time may never come when you are 100% ready. Take the leap and you will find that everything you need to succeed is already inside you.

If you could master any new job-related skill, what would it be and why?
I would like to master a new foreign language. Language helps you communicate, but it also goes deeper than that. Language is deeply rooted in culture, emotion, mindset, and understanding. To understand other languages is to understand better other people.

What's the best book you read this past year and why did you like it?
One of the many books I've read in the past year that resonated was "Mindfulness for Beginners" by Jon Kabat-Zinn. Mindfulness is a state of awareness, of being in the moment. It sounds like a simple concept, but in our stress-filled, relentlessly busy days, it is a difficult concept to master. I have found the teachings in this book grounding, helpful in the workplace and with my health, as well as my dealings with people.

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