CRN 2018 Women of the Channel Details

Colleen McMillan

VP, Global Alliance Sales and Channel Programs, Gemalto

Location: Denver, CO


Number of years in current position: 2

Number of years involved with indirect sales: 15

Twitter Handle: @McMillanColleen

Fun Facts:

Has an advanced degree (a degree higher than a bachelor's degree)
Has an MBA
Has a mentor
Is a mentor
Is an extrovert
Has climbed a mountain
Can ride a horse

Biography and Background:
Leads the global channel sales strategy and programs for Gemalto. Known as a dynamic and experienced sales and channel executive that has a strong drive for results, impacting global revenue growth and building successful partner ecosystems to align with how customers are buying technology. Experience includes building and leading sales teams, developing go-to-market strategies across verticals and cultivating a strong global solution focus with the channel and alliance partners to significantly impact revenue. Proven sales and channel experience having led sales teams and carried sales quotas as well as developed successful partner programs, and enablement plans to build leverage and reach through successful and profitable partnerships.

How have you personally helped advance your company's channel business over the past year?
Responsible for the Channel Sales Strategy that resulted in double digit growth across the regions. Built the WW Channel team from the ground up to implement a strong partner go-to-market model with a consistent approach to building a broader partner ecosystem across partner types and global reach. This partner ecosystem allows for greater partner opportunities for partners and greater access to customers as they continue to purchase via resellers, OEM or services providers. Set the sales strategy and developed the enhanced Cipher Partner program to reward partners and to simplify channel sales across the regions. Goal was to provide partners increased opportunities, reward for partner generated sales, and invest in our partners with increased sales alignment, tools, enablement and support resources. Provided the end to end channel strategy development through creating different routes to market for program and full sales enablement and portal implementation within 18 month time frame.

What are your goals for your company's channel business over the next year?
We are continuing our investment and commitment to our partners. Emphasis on supporting the partner experience in working with Gemalto while also making sure they have the resources and tools to be successful and profitable. Our programs will continue to focus quality partners by rewarding those partners that invest in us with increased deal registration, lead generation and closer sales field alignment. 2018 will be a year of increasing our investment and alignment with our focus partners with increased sales enablement, focus and support to drive continued double digit growth!

What honors, awards, or commendations have you won over the past year?
Channel Chief award from CRN

Outside of your family, please name a woman you admire and why:
There are many women that I admire so it is definitely hard to choose, but I do have great admiration and respect for Melinda Gates. She is the driving force behind the Bill and Melinda Gates foundation, which helps fight infectious diseases, empower the poorest, and inspire people to take action to change the world. I am in awe of her drive, and ambition to take on the largest problems and make a difference. She is obviously incredibly smart and talented, but has a huge heart to helping those less fortunate. She is truly a role model for all.

What advice would you give your 16-year-old self?
To be fearless in accepting change, and look to take on greater opportunities and growth challenges. A career trajectory is often not a straight line and it's important to continually grow and develop yourself - both personally and professionally. Taking on new challenges forces you to develop outside of your comfort zone while also helping to you to understand what you are passionate about.

If you could master any new job-related skill, what would it be and why?
I would like to master a second language. I have been leading global teams for over 15 years and although English is the common business language, it would be tremendously helpful to be able to communicate effectively with your team, partners or customers in their native language. This helps to build a quicker rapport and relationship, while allowing for easier communication and understanding. People greatly appreciate when you have a natural curiosity to understand their culture and learn their language.

What's the best book you read this past year and why did you like it?
Children are not afraid to ask "why"...but as adults we slowly stop asking why and begin accepting the current state as fact. I enjoyed reading Simon Sinek's book, "Start With Why" as it clearly explains the importance of leading with the "why" when we are trying to influence a group, lead a team or convince someone to buy your product or service. We often go into the how and what vs really what is at the core. It's a good read to remind all of us that the why can impact both the logical and emotional decisions people make.

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