CRN 2018 Women of the Channel Details


Biography and Background:
Pamela McCray leads and nurtures the North America relationship between IBM and Tech Data. As a strategic thinker and implementer, Pam successfully integrated the IBM business for Avnet and Tech Data in 2017. She aligned the new team for growth and created a culture of successful cohesion. Pam is a mentor and a life-long learner; she serves as the executive sponsor for two IBM new hire classes and earned her IBM Faculty Badge. She is passionate about women's issues and giving back. Pam is actively engaged in Impact San Antonio, a women's philanthropic organization that provides over $400,000 in grants to support non-profit projects in her city. She is also on two non-profit boards, Alpha Home and the Animal Defense League. Francisco Criado, GM Tech Data NA, said, "Pam is passionate about the channel business and she has shown unwavering advocacy for Tech Data and our partners. There is a lot of complexity in our go-to-market strategy and she is omni-present, always engaged and ensuring we put our best foot forward. She's involved in all facets of our business, including strategic planning, recruitment, problem resolution, forecasting, deal progression and execution. Pam makes our Tech Data team better."

How have you personally helped advance your company's channel business over the past year?
I kept the IBM and Tech Data team focused on delivering quarterly objectives during the Tech Data acquisition. I recognized that we needed to pivot and rapidly accelerate our efforts and investments in the 3rd Platform Growth areas, so I guided and implemented a three-pronged approach that capitalized on team strengths and prioritized our growth opportunities: • We built upon the double-digit growth of the IBM SaaS Analytics Program, launched in 2016. I worked with Tech Data to integrate the SaaS enablement components into ALL of their IBM Software Go to Market plans. In 2017, SaaS grew by triple digits. • We accelerated the launch and adoption of the IBM Embedded Solutions (ESA) program, announced in 2H2017. New skills were required, so I helped identify two experienced resources for fast engagement. The team achieved 2H17 revenue objectives. • We enabled Tech Data and their partner sellers to identify and increase the deal size of on-premises software opportunities by including adjacent solutions and special terms. The team increased year on year revenue by high single digits.

What are your goals for your company's channel business over the next year?
My goal for IBM Global Business Partners North America (NA) is to drive innovation with Tech Data NA: • Boost partner productivity by activating dormant partners • Identify, recruit, and enable new partner types, including ISVs, SIs, MSPs, CSPs and cloud developers • Accelerate embedded solutions across all partner types • Increase IBM SaaS and embedded solutions in Tech Data's Cloud Marketplace • Integrate Digital marketing and demand generation efforts to accelerate partner growth with new customers • Enhance the skills of traditional partners by focusing on new opportunity areas, including Cloud, Linux with Open Databases, Software defined Solutions

What honors, awards, or commendations have you won over the past year?
• Tech Data Transformational Vendor of the Year: recognized for my leadership by Tech Data Senior Team • Tech Data Blue Star Award Q4: Francisco Criado, GM for Tech Data NA, presented me this award for helping close key December deals • IBM Faculty Badge: IBM's Global Learning VP awarded this badge. • CRN's 2017 Women of the Channel: Thank you, CRN! • Impact San Antonio Volunteer Recognition: "Since Pam joined our Board in 2017, her generosity and ability to help us network is resulting in increased growth and awareness than in previous years," by Angela White, CEO, Alpha Home.

Outside of your family, please name a woman you admire and why:
I admire Maya Angelou because she decided to focus on her strengths to create amazing opportunities for her life, despite facing racial prejudice and unspeakable family hardship. I get chills thinking about how she mentally and emotionally survived being raped at the age of seven. Maya decided to follow her passion and she used her talents of dancing, singing and writing to win a scholarship to study the arts at the California Labor School - a doorway to opportunity that changed her life. Her journey inspires gratitude and reminds me that our choices are under our control.

What advice would you give your 16-year-old self?
My advice would be to ask for help by actively engaging school counselors, teachers, church mentors and respected family friends to discuss your academic and professional aspirations. Believe in yourself - focus on your passion and your dreams - don't worry about the financial aspect of higher education/training right now. Ask for assistance with networking and building connections linked to your field of interest; look for community programs/relationships (Examples - Incubator programs, Meet ups, STEM groups). Schedule time to read about and explore your passion EVERY DAY - invest in the skills you need to move forward.

If you could master any new job-related skill, what would it be and why?
I would like to join IBM Research as part of the Watson Higher Education team working with school systems throughout North America to help our teachers create individualized learning programs with each student. I believe education is the cornerstone for our economic development and our society in general. Therefore, leveraging cognitive and AI technologies, such as Watson, I could improve our world - this is significant. Teaching is one of my passions, so incorporating Watson and DevOps tools into more local STEM programs would be gratifying.

What's the best book you read this past year and why did you like it?
I reread "The Power of Intention," by Dr. Wayne Dyer. Last year was filled with significant change and transition. Professionally, the integration of Avnet and Tech Data for North America took tremendous personal effort and constant focus. Personally, I lost my 91-year old father in August - for whom my sister and I provided care. "The Power of Intention" reminded me to reexamine what's truly important, reconnect with family and friends in meaningful ways, don't take myself so "damn" serious, and to incorporate mindfulness every day.


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