CRN 2018 Women of the Channel Details

Kathryn Alexander

VP, Head of Channels - NAMER, NCR

Location: West Chester, PA


Number of years in current position: 20

Number of years involved with indirect sales: 18

Twitter Handle: @kathryn.alexander2

Fun Facts:

Has worked for a solution provider organization
Is a mentor
Loves Instagram
Is an extrovert
Has climbed a mountain
Can ride a horse
Has written a song
Has studied abroad

Biography and Background:
Impressive 20+ year results-filled leadership career in channel sales, marketing, sales operations, program management and operations with respected IT industry leaders. Accomplished in all aspects of leading and developing professional teams; managing the efforts to achieve and exceed corporate revenue and profit goals; setting and communicating company strategies and objectives in-order to maximize team productivity. Known for creating a shared vision, value and corporate strategy that helps to retain employees, grow revenues and profits, and achieve high marks in customer satisfaction. Personal blend of technical knowledge combined with solid sales, marketing and operations experience and flexibility, providing an immediate impact on corporate profits and productivity.

How have you personally helped advance your company's channel business over the past year?
Helped build out a successful channel, across multiple industries, to improve the productivity of Channel Account Managers, increase reseller commitment levels, and help channel reseller sales close more deals. One of the most difficult channel growth challenges is getting a reseller to commit sales, marketing and support resources to grow your business. We are providing new tools to help build a customized P&L, growth strategy, investment plan and ROI. Hands-on Channel Strategy Implementation Support: •Channel program development and implementation •Channel reseller training and implementation •Channel technology selection and implementation •Channel management sales team enablement •Channel communications development and execution •Channel recruiting and reseller activation

What are your goals for your company's channel business over the next year?
1) Align our goals with our partners. In organizing and managing the modern channel, it is important to understand the business circumstances and priorities confronting channel members. 2) Enable partner sales reps to sale more. Change modestly trained reseller sales reps into high powered consultative sellers using NCR guided selling, proposal creation and business case / ROI development tools. 3) Continue to build out a successful channels implementation and growth.

What honors, awards, or commendations have you won over the past year?
None this year

Outside of your family, please name a woman you admire and why:
Just watched the Golden Globes last night and Oprah Winfrey ruled the room and the show with her powerful speech. Here is an excerpt from here speech: "I want all the girls watching here and now to know that a new day is on the horizon!" she said. "And when that new day finally dawns, it will be because of a lot of magnificent women ... and some pretty phenomenal men, fighting hard to make sure that they become the leaders who take us to the time when nobody ever has to say, 'Me too,' again." Oprah Winfrey.

What advice would you give your 16-year-old self?
Be confident, be strong, and take risks.

If you could master any new job-related skill, what would it be and why?
Ability to influence people. This is a key skill for leaders. In a fast-paced, distributed working world, leadership and strategic decision-making, requires leaders to influence other leaders across business units. This is a crucial skill I learned late in my career.

What's the best book you read this past year and why did you like it?
Great by Choice, by Jim Collins Why? Defined why some companies thrive in uncertainty, even chaos, and others do not. The best leaders are more disciplined, more paranoid, and not more risk taking or visionary.

Unedited Content Provided By Participants