CRN 2018 Women of the Channel Details


Ariane Seiferth

Director Distribution, Gemalto

Location: Boca Raton, F:

URL: http://www.gemalto.com

Number of years in current position: 2

Number of years involved with indirect sales: 20

Twitter Handle: @arianesunshine

Fun Facts:

Has a mentor
Is a mentor
Loves Instagram
Is an extrovert
Likes playing video games
Has always wanted to be a teacher

Biography and Background:
Results-oriented Channel Sales professional with 20 years' experience directing distribution, partners, vendor relations, product training, and channel recruitment in support of the technology industry. I began my technology career at distribution where i held various roles. From sales operations, Account Management, to Vendor Management. I had managed many vendors such as Polycom, Cashflow,, Extreme Networks, Proxim, Nortel and Avaya. I had then moved to Meru Networks a start up wireless manufacturer and built distribution relationships, recruited channel partners and focused on channel growth. For almost the past 5 years I have been at Gemalto formerly SafeNet, Inc.. At Gemalto I focused on increasing efficiencies within our distribution partners and for the past 2 plus years it has expanded to include increasing our overall channel footprint. I have become well versed in implementing partner growth strategies to increase product sales performance. I built many key relationships within distribution, VARs, vendors, marketing teams, product teams and sales teams to aggressively build and sustain market growth. I believe in the Gemalto Channel Sales team and am very proud to lead the team to achieve goals and objectives together in 2018.

How have you personally helped advance your company's channel business over the past year?
In 2017 we had some transition in our sales structure to help support our partners as well as our end customers. My team assisted the sales organization throughout this process and providence guidance for the teams in their new role supporting the partner community. We consistently educate our sales organization on channel capabilities and the benefits of driving business with our partners. I have been part of our Pricing Governance Committee to ensure that we support the needs of the channel when launching any program, promotion, product or changes that could impact the partner community. I have been active with our executive leadership and marketing in our annual Partner Advisory Council which is an open forum with a small group of partners to gather and provide thought leadership on current go-to-market strategy, product positioning, potential updates to our Cipher Partner Program and gather feedback on areas of improvements. Working closely with our marketing team, we continue to execute marketing plans to support Gemalto objectives in building awareness, relationships and generate incremental pipeline with key partners. My team along with our sales organization has helped prepare partners for our roll out of our enhanced Cipher partner program in 2018.

What are your goals for your company's channel business over the next year?
Gemalto has increased it's investment in the channel in 2017 and 2018. We have added on additional Channel resources to focus on key national partners and regional focused partners through US & Canada. We have also just launched our enhanced Cipher partner program . We will be leveraging key aspects of the program to help enable partners and drive incremental revenue with our partners. With the additional channel resources, our extensive technology partner ecosystem and enhanced Cipher partner program we will be focused on building our partner relationships and accelerating partner growth in 2018.

What honors, awards, or commendations have you won over the past year?
The past year at Gemalto I was one of the recipients of our Achievers Award. This award is given for overachieving quota attainment in the sales organization.

Outside of your family, please name a woman you admire and why:
I admire all of the Moms in our industry. I truly admire single mothers trying to manage the work life balance. As a working mother in a high paced industry there is a lot of pressure to maintain the expectations of being a Mom while focusing on your own professional goals in your career. For a single mother all of the pressure falls on their shoulders and to be able to succeed endures a lot of sacrifice , hard work and perseverance.

What advice would you give your 16-year-old self?
Be confident in your abilities and passionate in what you do. Stay strong. Don't loose sight of your top goals. Respect and trust are earned, so follow through on your commitments and hold yourself accountable. Don't compromise your integrity. Develop the art of diplomacy it is a powerful skill. You learn more from listening. Be ready to adapt to change as change is constant. Most of all enjoy the journey!!!

If you could master any new job-related skill, what would it be and why?
I believe mastering the art of storytelling in the technology industry would be extremely useful. Story telling is an art. Being able to capture the attention of your audience and keep them engaged throughout the journey is truly a skill. This can prove very useful to partners in public speaking engagements, building relationships, credibility and educating them. I think we can all appreciate a good story especially when it keeps you engaged and thinking about the points made throughout the story.

What's the best book you read this past year and why did you like it?
The five people you meet in heaven by Mitch Albom is a wonderful book providing entertainment and wisdom. It provides a completely different outlook of how we may have thought about the afterlife and also makes you think about the meaning on your own life.


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