Location: Austin, TX
Number of years in current position: 2.3
Number of years involved with indirect sales: 17
Biography and Background:
Brenda began her career at American Airlines in an entry-level sales position and scaled to a global general manager of sales during her 17-year tenure. Her legacy at AA was startup, where a key accomplishment was launching and leading what is known today as Group and Meeting Travel, one of American's most compelling and successful go-to-markets. Brenda joined Dell as a director of sales in the mid-market space in early 2000 and shortly thereafter was promoted to executive director of sales and services. She continued her start-up work by launching and leading Dell's first North American expansion sites, which under her leadership grew to be critical pieces of Dell's go-to-market. Brenda's legacy in both Nashville and Oklahoma City endures today with many of the philanthropic endeavors that began over 15 years ago continuing to thrive today. After 15 years at Dell, Brenda joined Insight in 2015 to lead inside sales, including SMB, corporate and healthcare. She also leads sales enablement and learning and development for Insight. Her journey with Insight is just beginning and she is very excited to be working with Insight to evolve and transform inside sales.
How have you personally helped advance your company's channel business over the past year?
I have worked diligently to build a new recruiting process, sales enablement arm and re-engineering Insight's go-to-market strategy. This includes restructuring our business strategy toward four key technology solution areas in supply chain optimization, connected workforces, cloud and data center transformation, and digital innovation. The solution areas provide forward-thinking as-a-service models and managed services aimed at managing IT needs for businesses of all sizes and enabling them to be nimble enough to keep pace with rapidly evolving digital transformations.
What are your goals for your company's channel business over the next year?
To improve sales productivity by 20% while achieving financial targets for top line and profit. To create a bench for future leaders through leadership development training, mentoring and talent evaluation.
What honors, awards, or commendations have you won over the past year?
We just held our annual awards ceremony and sales rally, and my team actually created an award that was presented to me to show their appreciation of my investment in them. I have four large sales sites across North America and travel extensively; it's important to me that my team members know that they matter. I listen and I spend time with my team members, who number more than 400 strong, and they each had something to say to express their thanks for the work that I do. This meant the world to me!
Outside of your family, please name a woman you admire and why:
Kendra Scott's philanthropic work and personal story are inspiring. She overcame failure and despair, and through hitting rock bottom, she began to design jewelry and built a billion-dollar jewelry business. She persevered and stayed true to her art and now has a thriving business and gives back to the communities that she serves.
What advice would you give your 16-year-old self?
Dream big and don't let stereotypes hold you back! There are no limits to success when you don't impose ceilings upon what you can achieve.
If you could master any new job-related skill, what would it be and why?
Financial analytics. I understand the profit and loss statement and root cause for gaps, however I am not analytical by nature, and that is a skill that I would like to improve upon.
What's the best book you read this past year and why did you like it?
"Leaders Eat Last: Why Some Teams Pull Together and Others Don't" by Simon Sinek. I am a servant leader by nature, and this book really galvanized my approach to leadership.
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