CRN 2018 Women of the Channel Details

Denyse Mackey

Vice President, U.S. Technology Support Services, Business Partners, IBM

Location: Albany, NY


Number of years in current position: 3

Number of years involved with indirect sales: 17

Twitter Handle: @denysemackey

Fun Facts:

Has an advanced degree (a degree higher than a bachelor's degree)
Has a mentor
Is a mentor
Loves Instagram
Is an extrovert
Has climbed a mountain

Biography and Background:
Denyse Mackey is Vice President, U.S. Technology Support Services, Business Partners, IBM. As a 28-year veteran of IBM, she has served more than 10 years in executive sales leadership roles, leading multiple areas of the channel business, including U.S. business partner channel sales for hardware, North America software channel sales, worldwide software channel sales and infrastructure services channel sales. While in her worldwide software channel role, Denyse was recognized by CRN in the Top 100 Most Powerful Women in the Channel.

How have you personally helped advance your company's channel business over the past year?
The past year has been a transformational journey to transition our partners' maintenance sales business to a consultative client leadership position. Our partners are now tackling critical client pain points caused by the complexity of maintaining a heterogeneous hardware and software environment. We believe this transformation is critical in driving a robust revenue annuity stream for our partner ecosystem.

What are your goals for your company's channel business over the next year?
I have two goals that go hand in hand. First, I want to improve the speed of price quoting while simultaneously empowering business partners to be in control of their own margins when unique pricing is required. Second, I want to deliver revenue growth with partner margin expansion by expanding our support capabilities both in and outside the data center. By leveraging IBM's service delivery capabilities, our partners can support hospitals, retail stores and bank branches' IT equipment. The ATM marketplace alone is a huge opportunity for IBM business partners, with a U.S. marketplace of 10 billion dollars!

What honors, awards, or commendations have you won over the past year?
CRN 2017 Women of the Channel

Outside of your family, please name a woman you admire and why:
I admire the women portrayed in Hidden Figures (Mary Jackson, Katherine Johnson, Dorothy Vaughan) - they are my sorority sisters! The film was a box office hit that covered every aspect of my life as an African American woman, mother, IBM technologist and esteemed member of the first African American Sorority incorporated in 1908, Alpha Kappa Alpha.

What advice would you give your 16-year-old self?
Realize that achieving what you want is never easy - but it's worth it. Keep your head down with drive and focus to achieve your goals. If the plan doesn't work - change the plan, but never the goal. Know that mistakes just prove you are trying. Blend out, not in. And, as my pastor says, "Circumstances don't make you who you are, they reveal who you are."

If you could master any new job-related skill, what would it be and why?
IBM is encouraging executives to learn how to code. Not that it will directly help us do our 'day job' but the thinking is that we'll learn to appreciate the methodology behind coding, the power of the skill and the logical thinking process. I intend to do it with my young daughters, so that I can inspire them along the way in my continual lifelong learning journey.

What's the best book you read this past year and why did you like it?
Coincidentally, my favorite book was one that I received from IBM's Dorothy Copeland at the CRN Women of the Channel Event in NYC! The book is "A Year of Daily Gratitude; a Guided Journal for Creating Thankfulness Everyday". I started reading it on the train ride home and I read it every day before I get out of bed. My 13-year-old daughter even picked it up and said "great book!" It's only a page to read a day - yet it powerfully grounds your soul to be thankful for all that we have; and make sure others know your gratitude

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