CRN 2018 Women of the Channel Details

Justine Glatter

Global Alliance Manager, MicroPact

Location: Herndon, VA


Number of years in current position: 2.5

Number of years involved with indirect sales: 5

Fun Facts:

Has a female boss (or is top executive at company)
Has worked for a solution provider organization
Has a mentor
Loves Instagram
Is an extrovert
Has climbed a mountain
Can ride a horse
Has studied abroad
Has always wanted to be a teacher

Biography and Background:
As MicroPact's Global Alliance Manager for the past several years, I have been applying my expertise in channel GTM strategy to expand our footprint and develop an additional revenue line in the government and state and local market through our Partner community. In this role I've gained a keen understanding of what it takes to engage and motivate partners and drive mutual success. Currently I manage 10 active partners and am nurturing 10 additional partners to engage more fully. I am known by both my Partners and the MicroPact team to respectfully but aggressively get things done! I have built a strong network of relationships based on trust, integrity, commitment and passion . I received my bachelor's degree in sociology from Virginia Commonwealth University and studied a semester abroad in Barcelona, Spain. My husband and I recently celebrated our first year of marriage. We don't have children yet, but have a very playful and curious 2-year-old Beagle (Madison) whom we adore.

How have you personally helped advance your company's channel business over the past year?
Although MicroPact has had an informal partner program for many years, the formalized Global Alliance Program is relatively new. It has required a much higher level of engagement and support throughout the company, which was a significant internal culture shift. My tenure and respect amongst colleagues has given me the opportunity to sell the value of a channel GTM strategy and program to extend our customer reach. Change can be uncomfortable, but fortunately we are experiencing a positive reaction to the program. During the past year, I have also focused on improving our partner enablement tools. My partners have demonstrated a higher level of investment by participating in both technical and sales training, holding joint business plan pursuit discussions, securing sponsorship from senior leaders, and, most importantly - closing net new business! In particular, my key partners closed three net new logos worth over $4.6 Million and is now working towards training their resources to become entellitrak certified developers, through our recently launched program to ensure partners have the technical expertise and skill to develop and deploy robust, scalable applications with the entellitrak platform.

What are your goals for your company's channel business over the next year?
My goal is to leverage the Global Alliance Program to advance my partners from Ready to Platinum status. I will grow partner-created revenues, develop relationships with inactive or new partners, and help drive enablement to support those goals. I am also very excited to be developing a new alliance technology partner that is a meet-in-the-channel opportunity to reach more partners.

What honors, awards, or commendations have you won over the past year?
My husband and I celebrated our first anniversary this past October and it is a life milestone that has brought me such joy and pride. I'm also proud to have received several accolades from colleagues and senior management on the impact I am having on the business. My direct manager has also recognized my effort and value by asking me to take on strategic partners and assist with the development of new coworkers.

Outside of your family, please name a woman you admire and why:
I have admired and been entertained by Oprah Winfrey since I was a young child. I was probably the only child in middle school jumping off the bus to run home and watch Oprah with my mom. Oprah grew up underprivileged, but still became one of the most recognized and respected African American women in the nation. Her voice is strong and her words are empowering. She operates with poise, intellect and compassion. I greatly appreciate the foundation she has created and know that her achievements will continue to provide encouragement to other women.

What advice would you give your 16-year-old self?
Stress less and enjoy every day to its fullest! As a 16-year-old, I would do the best I could at everything life brought my way, but would also be really hard on myself if my execution wasn't perfect. I still struggle with perfectionism, but I have learned that life is long and the road is sometimes bumpy with many highs and a few lows, but as long as you put your best foot forward and try your hardest, things tend to work out fine.

If you could master any new job-related skill, what would it be and why?
I would like to further grow and develop within the position and role I have today. I plan to work on bettering my strategic and critical problem solving skills and bring fresh new ideas to my partner business plans. I also intend to work on my technical capabilities to independently demo our platform.

What's the best book you read this past year and why did you like it?
My 2018 resolution is to learn how to live a healthier lifestyle. I figured the best way to start is to evaluate my diet and eating habits. A particular book I found interesting is True Roots. It demonstrates how improving the way you eat doesn't have to be difficult and can be fun, easy and delicious. I am learning to create wonderful and hearty meals from real ingredients. I am feeling both mentally and physically better.

Unedited Content Provided By Participants