CRN 2018 Women of the Channel Details

Karen Ray

Director, Field and Partner Marketing, Juniper Networks

Location: Costa Mesa, CA


Number of years in current position: 3

Number of years involved with indirect sales: 22

Twitter Handle: @kraytweet

Fun Facts:

Has a mentor
Is an extrovert
Can ride a horse
Has written a song

Biography and Background:
Karen Ray, Director, Americas Partner and Field Marketing, has responsibility for creating demand for Juniper Enterprise Sales and Partners. As an advocate for connected Sales and Marketing, Ray is focused on building marketing campaigns that fill the funnel for Juniper's sales teams and partners. Ray also has responsibility for driving many of the company's industry marketing and sales programs. Other roles in her 12-year career at Juniper range from Distribution and Partner Marketing to Global Commercial Marketing, and Security Campaign Manager, where she was a part of the team who first adopted and developed Juniper's now very successful Demand Generation engine. Prior to Juniper Networks, Ray served as Sr. Director of Marketing at Ingram Micro, where she was responsible for the product and program marketing team, working to develop marketing strategies for key technology manufacturers. She also led industry marketing initiatives and served as Business Unit Director for Ingram Micro's software business. Karen is passionate about education through technology and the arts. She recently served two years as President of the California School Education Foundation where she led a team of community volunteers to dramatically increase funding for technology and arts programs.

How have you personally helped advance your company's channel business over the past year?
My focus continues to be centered on developing integrated sales and marketing strategies. As a field and partner marketer, I am continually looking for ways to help our partners uncover new business. Over the last year, I've worked to bring new integrated programs to market that not only generate leads for our partners, but also provide them with the support and resources needed to create new business. These programs include everything from enhanced targeting through business intelligence, to digital marketing, customer engagement opportunities. This integrated approach has had a significant impact in growing our channel business over the last year.

What are your goals for your company's channel business over the next year?
At the end of the day a field marketer's main goal is to help her sellers get in front of a customer or new prospect. In 2018, my personal goals revolve around significantly accelerating time to revenue through delivering an increased number of "at bats" to our partners, ultimately resulting in increased sales pipeline. Our partners know how to knock it out of the park, I just want to give them more chances at bat. We'll do this through an increased investment across the marketing mix from digital programs to appointment setting campaigns.

What honors, awards, or commendations have you won over the past year?
Women of the Channel 2017

Outside of your family, please name a woman you admire and why:
One of the women I admire most is my dear friend Leah Covey. Leah is not a world leader, a CEO or a celebrity, but she could be any of those things if she really wanted to. She is the type of women that goes "all in" on everything she does. She's has a very successful career in sales, she is a mother of two and she still finds time to serve others through her significant amount volunteer work. Her personal success is defined by how much she gives to others. Something we can all learn from.

What advice would you give your 16-year-old self?
"Don't put so much weight on what other people think about you." I think all too often young women are so worried about fitting in that we may not voice our opinions or take a risk, in fear of being judged. I'd also tell her to "trust your instincts." Your instincts are good and most of the time you'll end up right back where you started. So don't waste too much time overthinking a situation. Oh, and by the way, don't worry about the fact that you are taller than just about everybody else. You'll LOVE that some day! ïÅ_

If you could master any new job-related skill, what would it be and why?
Working for a very engineering focused company, I would love to get an engineering certification. As a marketer I have invested in plenty of high level product training, but I think time spent to go deeper technically would be a great way to not only learn more about the product, but also about the mindset of our customers

What's the best book you read this past year and why did you like it?
BossyPants, by Tina Fey. I was at the point where I really needed a laugh. I chose BossyPants for the comic relief, but surprisingly I also found the book to have some great insights on things like, the world's view on women, making it in a male dominated field, why females should not sabotage other females, and that merit, not gender, is what really matters. And of course, a little "improv" is something we can all use.

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