CRN 2018 Women of the Channel Details

Jennifer Walcott (Johnson)

Executive Director, Marketing, Ingram Micro

Location: Buffalo, NY


Number of years in current position: 7

Number of years involved with indirect sales: 23

Twitter Handle: @JJMarketerIM

Fun Facts:

Has a female boss (or is top executive at company)
Sits on a company board
Has worked for a solution provider organization
Has a mentor
Is a mentor
Has climbed a mountain
Can ride a horse
Likes playing video games

Biography and Background:
As executive director, marketing, for Ingram Micro U.S., Jennifer is responsible for driving the strategy development and execution of the marketing account management, client services and operations teams that support the U.S. business. Since joining Ingram Micro in 2011, Jennifer has built a creative and effective marketing organization that delivers result by aligning strategic solutions to business goals. Under Jennifer's leadership, the teams have achieved substantial improvements to service delivery, standardization, and business performance, which have been credited with strong ROI for partners and operational improvements at Ingram Micro. Jennifer's career in the IT industry began over 20 years ago in the marketing department at SYNNEX Canada. Following that, she worked at Tech Data, and then moved into leadership positions at Centrinity, Rogers Canada and Office Max. Jennifer attended the University of Waterloo. She resides in Canada, working out of our Buffalo, NY campus.

How have you personally helped advance your company's channel business over the past year?
Everything I'm working on with my team has been focused on ensuring our vendors are marketing in a focused manner to the right channel partners. To do so, all of our plans start with data insights with defined goals that are measurable. In todays' world, marketing MUST be measured. Everyone's budgets are becoming tighter so it's absolutely critical that we do two things. First, build marketing that demonstrates ROI and drives to and thru the funnel. Second, build marketing that can be utilized by our channel partners who are closest to the end-users. This means we've become very selfless in our marketing efforts. Much of what we do is Ingram-agnostic. We are solely focused on enabling our channel partners and assisting them to go after new markets while maintaining and growing their customer base. In addition, we are the voice to the channel partners on behalf of the vendors. It is our teams job to ensure that we are consistently educating them on the trends and opportunities we're seeing in the market. But also ensuring that they have the right support from the vendors (marketing, enablement, training etc) so they can confidently be a leader in those customer business conversations.

What are your goals for your company's channel business over the next year?
We want to empower channel partners of all sizes to find new markets and close business. Empowerment will come through education, training, events, marketing enablement and building strong relationships with the right vendor partners through Ingram Micro. Specifically, we want to help channel partners to excel in delivering on the needs of their end-user clients. Right now, the conversations around cybersecurity and business data are examples of areas where we are continuing to invest to ensure our partners are prepared and able to assist their customers navigate the challenges they face in these areas.

What honors, awards, or commendations have you won over the past year?
In 2017, I was recognized by CRN as one of the Women of the Channel. At Ingram Micro, I was also selected to attend a global leadership program. LEADing Ingram is an executive selected team of 35 directors from across the globe who spend six months in intensive training and project teams. Those selected were noted as having the ability to take on even larger teams and projects within Ingram Micro.

Outside of your family, please name a woman you admire and why:
Ellen DeGeneres. She faced so many challenges in her career for simply just being who she is and for not apologizing or hiding her truth. She turned these challenges into success and has inspired so many people. She's also made giving back a core part of her work efforts. I also appreciate that she's fearless when it comes to voicing her opinions on social and political issues. Ellen understands the gift she has and the platform it's given her to inspire conversation and change - and she does this through comedy and dance!

What advice would you give your 16-year-old self?
You're a diamond. Recognize and own it. You will be admired and judged. But what matters most is what makes you beautiful is the history of where you came from. You're not perfect, no diamond is. But your imperfection is what gives you uniqueness. You shine on your own but when you're placed next to another diamond, you will reflect off each other and be even brighter. So don't be envious and don't go it alone. Treat yourself like a precious gem. I heard this in my 30s by a man in his 80s, I wish I heard it earlier.

If you could master any new job-related skill, what would it be and why?
Data Science. I have partners within Ingram Micro who are our data experts and many of them are data scientists. Marketing is now only as good as the data and insights that it gathers. Understanding data concepts and database structures is going to be critical to meet the needs of our channel and vendor partners. Modern marketing needs to also understand statistical analysis for insight. Data allows you to see trends, target and test and learn - ultimately to get new business.

What's the best book you read this past year and why did you like it?
Option B by Sheryl Sandberg. Amazing book about overcoming bad situations and using our tremendous spirit to pull through and find joy in the new life we have. In the book she spoke about a situation where, after the death of her husband, she really was focused on needing him. One of her friends reminded her Option A wasn't available to her. That was such a big moment that I think we all need to face. Accepting where we are and looking ahead to Option B. This book really helped me look at work, family, friendships and love very differently.

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