Biography and Background:
Katrina is a dynamic, results-focused Sales Leader with 15+ years of experience driving revenue growth through high performing sales teams. She has spent her entire sales career at service based organizations with the last 12 years focused in channel ecosystems. Early in her career, when selling payroll services she learned the power of relationships and integrity. Stepping into management 10 years ago, she led teams selling supply chain services and ERP integrations. Katrina began her tenure at Arctic Wolf Networks 18 months ago, when she was tasked with leading and growing the organization's Sales Development team. In August 2017, she was instrumental in the launch of the organization's MSP Program, and has since built out a high-performing team of Account Representatives who are tasked with finding new MSP partners and setting them up for success. Having sold services her entire sales career, Katrina focuses on the business goals of her partners first. Her relentless drive and focus on revenue growth and outcomes has helped her build strong, trusted relationships with the Arctic Wolf partner community.
How have you personally helped advance your company's channel business over the past year?
Over the last year, Arctic Wolf has grown its Apex Channel Program by leaps and bounds. In August of 2017 we launched our MSP program within the Apex Channel Program. Katrina headed up the efforts of building out a brand new sales team to recruit and retain MSP Partners. Leading that team over 6 short months, Kat helped to grow the MSP Program to 30% of our overall channel business.
What are your goals for your company's channel business over the next year?
My goals for our company's channel business are to continue on our growth trajectory through the expansion of the Apex Partner Program and to become a 100% channel organization. Cybersecurity is an ever-changing journey for organizations. The challenge is in detecting and responding to security incidents as they occur to mitigate risk and expense. It's projected by 2020, with increasing IT spend on security, 15% of organizations will have purchased Managed Detection and Response (MDR), up from 1.5% in 2017. This means there will be ample opportunity for our partners to leverage AWN's MDR/SOC-as-a-service to help prospects and customers.
What honors, awards, or commendations have you won over the past year?
1. "Favorite Mom" by my 17 year old daughter's group of friends. 2. Numerous medals for meeting my activity goals/challenges as awarded by my Fitbit app. ;-)
Outside of your family, please name a woman you admire and why:
A woman that I admire is Eve Ensler. She has raised consciousness and millions of dollars for global programs working to end violence against women and girls. She is currently focusing on the Democratic Republic of Congo where it is the most dangerous place to be female. I also admire Sheryl Sandberg as a fellow woman in technology, for her influential philanthropic leadership and unapologetic yet poised, respectful and relentless commitment to equality for women and men.
What advice would you give your 16-year-old self?
Don't take yourself so seriously.
If you could master any new job-related skill, what would it be and why?
Data analytics. So much of sales now, as we use more and more tools that house big data, requires becoming an expert at viewing data 17,000 different ways. I believe forming opinions, seeing trends, taking action as a result of the data will be a matter of survival -- not just a nice to have. As many of our partners know, this is particularly true in the SMB/commercial space, as selling in this space is a numbers game.
What's the best book you read this past year and why did you like it?
The best book I read this past year is "Leaders Eat Last" by Simon Sinek. It is filled with examples of inspiring leadership within organizations and at the individual level. Sinek highlights extraordinary examples of cooperation, collaboration and creativity. Many of the stories were about leaders (with and without formal authority) who exemplified the character traits, values and ethics of superb leadership relative to the reality of workplace conditions today.
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