CRN 2018 Women of the Channel Details

Susan O'Sullivan

Vice President, Sales, Ingram Micro

Location: Buffalo, NY


Number of years in current position: 1

Number of years involved with indirect sales: 28

Fun Facts:

Sits on a company board
Has a mentor
Is a mentor
Has climbed a mountain
Can ride a horse
Has always wanted to be a teacher

Biography and Background:
Susan O'Sullivan is the Buffalo Campus Champion and Vice President of Sales for the U.S. Ms. O'Sullivan joined Ingram Micro in 1990 as an assistant Sales representative. Susan has proven herself as an effective leader and has been promoted many times throughout her career, earning responsibility for the Buffalo Campus as Campus Champion. Aside from being a leader at Ingram Micro, Susan is also Vice Chair of the Board of Directors for the United Way of Buffalo and Erie County, sits on the executive committee for Women United and was recently named to the Board of Regents for Canisius College. Susan holds a B.S. degree in Business Management from Canisius College in Buffalo. Susan has participated and completed Ingram Micro's Leadership Academy through the University of California, Irvine the Paul Merage School of Business. Susan also participated and completed Ingram Micro's Global General Manager Program. Susan is a certified client associate of Miller Heiman, Inc. and has been awarded Ingram Micro's Global Award of Excellence for her work on special projects and won the prestigious Martha Ingram Award for her leadership within Ingram Micro and her external philanthropic work. Susan enjoys reading, fitness training and spending time with her family.

How have you personally helped advance your company's channel business over the past year?
In 2017, we focused on educating and enabling our partners on all we have to offer as ONE Ingram Micro. This included our Professional Services and Training organization, our finance offerings, as well as our Cloud Services team. Our efforts worked to increase our channel partners use of these offerings and resources, and helped them to grow their business faster than they could do on their own. We are continuing this effort in 2018, placing even greater emphasis on our ONE Ingram Micro value proposition. Last year, we also continued to fine tune our Accelerate High Touch Partner program. As part of this program, Ingram Micro hand selected 100 channel partners with the propensity to further develop their Cisco business practice and sales revenue and wrapped an intensive partner enablement, demand generation and navigation of the Cisco journey within this group of partners. The continued success and growth of these partners once again exceeded expectations.

What are your goals for your company's channel business over the next year?
We are helping our channel partners take advantage of the value Ingram Micro offers to enhance their experience and their customer's experience. By working as ONE Ingram Micro, we are becoming more strategic and efficient so ease of doing business becomes table stakes and more energy can be spent educating our partners and helping them delight their customers and win more business. We are also working closely with our channel partners to help them understand and respond to the changes going on within the general marketplace, the vendor community, and prepare them for success now and in the future.

What honors, awards, or commendations have you won over the past year?
In 2017, I was named to Buffalo Business Firsts WNY Top 250 Executives, WNY Top 100 Women Executive lists and CRN's Women of the Channel. I was also awarded The Martha Ingram Award for leadership and philanthropic work.

Outside of your family, please name a woman you admire and why:
Michelle Obama. She is a strong woman with a voice and uses her visibility to do well by all people. She carries herself with grace and is grounded by her family values.

What advice would you give your 16-year-old self?
I would say to not be so hard on yourself. Pursuing perfection is exhausting. Enjoy the experience, and don't get so caught up in acquiring things. Looking back, the experiences are what we remember.

If you could master any new job-related skill, what would it be and why?
I would love to learn how to code.

What's the best book you read this past year and why did you like it?
Personal reading was the Lilac Girls, a book about women sticking together through the horror of the concentration camps and making it out because they stuck together. I just began reading the The Big Switch and it is a fascinating look at the speed of invention and innovation drawing a parallel between the electrification of America to today's world of compute.

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