CRN 2018 Women of the Channel Details

Julie Schrady

VP, Global Partner Recruitment, Infor

Location: San Diego, CA


Number of years in current position: 1

Number of years involved with indirect sales: 16

Fun Facts:

Has worked for a solution provider organization
Has a mentor
Is a mentor
Has climbed a mountain
Can ride a horse

Biography and Background:
Julie Schrady- Vice President, Global Partner Recruitment. Julie is responsible for the recruitment, onboarding and transition experience for channel partners joining the Infor Partner Network. She drives recruiting strategy/targets and collaborates with other Infor teams to deliver a high-quality enablement experience for our newly recruited partners. Prior to this role, Julie joined Infor in 2009 as Regional Vice President, NA Channels, a role that groomed her to understand the needs of Infor channel partners and the corporate resources necessary to make them successful. Prior to joining Infor, Julie worked for Acucorp, Inc., a COBOL development tools company, in several executive positions. She was Vice President, Worldwide Sales & Services at the time of their acquisition by Micro Focus in 2007. She stayed on after the acquisition in the role of Vice President, ISV Sales.

How have you personally helped advance your company's channel business over the past year?
Since coming into the position, I've focused on being more targeted in our marketing messaging with the goal of increasing our pipeline to better achieve against our targets. Eight months into the changes, we've doubled the active recruitment pipeline across all regions and are set to achieve our annual target in North America, which is a 300% improvement in performance over last year. Additionally, I'm passionate about creating a higher quality experience for the partners that join our program. I want the Infor experience to be professional, seamless and transparent. Everything from the messaging that they receive upon execution of our agreements to the tools that they will use to track their progress against their onboarding and enablement objectives. To that end, I've revamped the process around our execution and initial onboarding, which has significantly sped up the time in which a partner has access to Infor systems and can truly begin their training. Lastly, I have a great team and they allowed me to achieve the vision of an enablement worksheet, where we could provide a partner with full visibility into everything relevant to them for their training, marketing, sales messaging, etc. The feedback has been amazing.

What are your goals for your company's channel business over the next year?
I would like to continue to grow the recruitment pipeline and the brand awareness of our channel program in the industry. Ideally, I would have 5X coverage in all of my regions against the target and be able to really focus on the companies where we know we have a high probability of mutual success. I'm not necessarily interested in recruiting more partners, I'm interested in recruiting better partnerships. Additionally, I would like to see us reach a metric where 75% of all newly recruited partners are revenue productive within 12 months of completing their onboarding and enablement activities.

What honors, awards, or commendations have you won over the past year?
I haven't been awarded anything recently, but with that said, I haven't applied for anything either.

Outside of your family, please name a woman you admire and why:
Pamela Coker-CEO/founder of Acucorp. Under her guidance, I went from the accounting department in 1991 to being responsible for the company's worldwide sales and services in 2005. If she thought you could handle it, she wasn't afraid to give you more and she had an innate ability to know just what that line was. When I needed help, she was there. She would either coach herself or she would bring in a 3rd party to provide it. She taught me how to be a leader. She was an advocate for capable women. She was "Times Up" 30 years ago.

What advice would you give your 16-year-old self?
It's OK to not be like everyone else and it's OK to not really know who you are. There will be plenty of time to figure things out and you really won't know who you are until you're 30. Everything that is happening now will make you who you're supposed to be. Don't over worry, it won't help. Have fun and perming/highlighting your hair was a bad idea.

If you could master any new job-related skill, what would it be and why?
This is going to sound crazy, but it would be Excel. It's not that I'm horrible at Excel, but I wouldn't say that it's my strong suit. Why is this an issue now? My current manager, Jeff Abbott- Infor EVP, is data guy and an Excel guru. Some days, my life would be a lot easier if I was a better user of the tool.

What's the best book you read this past year and why did you like it?
I like books that help to provide perspective and remind me of the important things in life. I think that many of us in software that deal with revenue can sometimes lose sight of those. I really enjoyed the biographical fiction work, "We Were the Lucky Ones" by Georgia Hunter. Through the story of a families ordeal during WWII in Poland, it highlights themes of family, hope, determination, and perseverance. It makes you appreciate what you have around you.

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