CRN 2018 Women of the Channel Details

Courtney Walker

Partner Enablement and Channel Manager, MobileIron

Location: Charleston, SC


Number of years in current position: 1

Number of years involved with indirect sales: 4

Fun Facts:

Has a mentor
Is 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:
Courtney has national responsibility for MobileIron's sales success with a number of rapidly growing Cloud and Security resellers. Courtney has spent four years at MobileIron driving partner training, education, operations, and launching new partner enablement and sales tools to simplify how to sell MobileIron. She is known by her team for her tenacity, compassion and dedication to get the job done. Courtney attributes her rapid advancement at MobileIron to her ability to learn well, connect with people and resources, and perseverance to close projects. Courtney is a California native, who recently moved to Charleston South Carolina where she enjoys the culture, food and people. Courtney says the best part of her job is connecting with Partners, learning their business and applying the MobileIron message with the partner for successful selling together.

How have you personally helped advance your company's channel business over the past year?
Courtney's 2017 goal of decreasing the barrier to sell, and increasing partner engagement covered many different areas; from operations and enablement, to training and scaling the partner message. Courtney spearheaded the content creation for the Channel Management Team, addressing opportunities for new content to educate MobileIron partners. Projects included, the "MobileIron Sales Fast Track" course, and "training in a box" programs for CAMs to use while training partners in the field. After rolling out the programs in the field, the end of year culmination of these tasks was the "Toolbelt" a standalone training document to support MobileIron sellers in their current sales cycles, why they want to sell MobileIron and how we fit into conversations they are already having.

What are your goals for your company's channel business over the next year?
My 2018 goals can be summed up in two words: Scalability and Relevancy. MobileIron is making a huge investment in scaling to support our growth partners. I will be building and pushing out programs and trainings to help partners understand where we fit in their sales cycles and how we fit in with the solutions they are already selling. As well as, rewarding them for being able to position MobileIron within their customer base. I will also be spearheading our Sales Training accreditation for Partners this year allowing us to scale to support more partner sellers with the right messaging.

What honors, awards, or commendations have you won over the past year?
In 2018, Courtney received a significant promotion to a National Channel Manager position and she is now directly responsible for the sales success of several of MobileIron's rapidly growing resellers.

Outside of your family, please name a woman you admire and why:
Parnaz Rafajou, previous boss and mentor of mine at MobileIron. Her drive is only parallel by her compassion for team success. I admire her ability to lead by solidifying the business goals but also connecting hearts and minds within the team and company to our goal. We accomplished far more together, than we ever could have individually. I endeavor to model my leadership after her example.

What advice would you give your 16-year-old self?
Doing these three things will help you in ANY career no matter your path: -Volunteer for Everything. Be the yes person (within reason) it will give you the experience to fill out your first resume, and a way to learn about what you like and don't like to do in a career. -Find a Mentor. If you are inspired and someone believes in you, you can do anything. -Show Up, and Do Your Best Everyday. Integrity is key. You won't succeed at everything. But you'll learn a whole lot either way. And if you fail you may actually learn more!

If you could master any new job-related skill, what would it be and why?
Hands on field experience assisting customers in solving their security problems. Previously my role has been very programs and enablement based, field experience of selling will allow me to connect and support my partners better going forward.

What's the best book you read this past year and why did you like it?
I really enjoyed Building Successful Channels: In the Software Industry by Hans Peter Bech, Jelena Galkina, Emma Crabtree, Preben Damgaard. It really hit home the need to overinvest in the channel, the importance of showing up, and why it is so important to offer multiple streams of revenue for partners.

Unedited Content Provided By Participants