One of our "Power 100 Vendors"
Location: Boulder, CO
Number of years in current position: 3
Number of years involved with indirect sales: 6
Biography and Background:
Mary has nearly a decade of channel experience in strategy, sales and finance. She has served as HPE's Director of North America Channel Business Management since 2015, and recently assumed responsibility for Partner Programs as well. As part of this role, Mary manages a team of Channel Business, Benefits, and Program Managers who provide a crucial link between HPE's business units and our channel partners. She has also led several large US channel projects including the development of the Medallion Pricing and Planned MDF programs. Her degree and earlier career background is in finance, leasing and banking. She lives with her family in Boulder, Colorado and is currently finishing her certificate in Entrepreneurship and Innovation at the Stanford Graduate School of Business.
How have you personally helped advance your company's channel business over the past year?
In an increasingly fast-paced and complex world, we recognize that there is value in simplicity. In response, I spent the last year or so working on a program to radically simplify our transactional pricing structure. I'm proud to say we launched this program in January of this year, to very positive reviews from partners. Medallion pricing allows a partner seller to have a pricing discussion about HPE technology, starting with the first phone call.
What are your goals for your company's channel business over the next year?
HPE has always been a channel-focused company and a major part of the HPE Next initiative is to broaden that commitment further. Our portfolio is in great shape and we're selling much of it exclusively through our partner community - products like 3Par, Nimble and SimpliVity. It's a great time to be in the HPE channel, and I'm committed to making our award-winning partner programs simpler, more accessible and even more profitable in the next year.
What honors, awards, or commendations have you won over the past year?
Nominated for HPE 2018 Women's Excellence Award. CRN Women of the Channel 2017. Active in community programs to support and advance women in the workplace.
Outside of your family, please name a woman you admire and why:
Meg Whitman has been an inspiration to me during the years we've both been at HP/HPE. She manages to combine tough smarts with an extraordinarily approachable personality. I admire that she remains genuine, true to her values and very interested in other people despite her powerful positions and celebrity status. But the thing I admire most is that she set a five year plan for the company when she joined, and then hit every goal. My favorite Meg quote? "The ceiling is where you put it."
What advice would you give your 16-year-old self?
Always be 100% yourself. Don't worry about the people who don't like you, there will be plenty who do. Don't worry about being seen as too silly, too loud, too honest or too much, you will find places where those parts of your personality are exactly right. Work hard, be the best Mary you can be and enjoy the ride!
If you could master any new job-related skill, what would it be and why?
I'd love to really master giving a compelling sales pitch about one of our flagship products. I have a coworker who could sell me anything! It's amazing to watch her talk to partners and customers -- she explains complex technology in a clear and relevant way, and has an amazing knack for connecting the product to the listener's needs and desires. It's a skill I'd love to say I've nailed.
What's the best book you read this past year and why did you like it?
The best book I read this year was "Simple Rules" by Donald Sull & Kathleen Eisenhardt. It encouraged me in my pursuit of greater simplicity in our channel world. The book talks about the power of focusing on the few things that really matter and allowing flexibility in everything else. There were lots of inspiring stories and case studies of simple rules in action, with great results -- as diverse as the growth of the Jesuit order and emergency medical triage. A very engaging read with a powerful and timely message.
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