CRN 2018 Women of the Channel Details

Janel Ryan

Director, Global Channel & Sales Enablement, NetScout |Arbor

Location: Woodbury, MN


Number of years in current position: 3

Number of years involved with indirect sales: 10

Twitter Handle: @janel_ryan

Fun Facts:

Has an advanced degree (a degree higher than a bachelor's degree)
Has an MBA
Has worked for a solution provider organization
Has a mentor
Is a mentor
Is an extrovert
Can ride a horse

Biography and Background:
Janel's responsibilities span across Arbor's partner and sales communities, as well as Arbor's internal sales teams. Enablement programs that she directs include on-boarding and on-going training for partners and Arbor Sales teams. The enablement team specializes in the creation of collateral, training, on-line learning and sales tools that drive productivity. When she's not out leading a company-wide evolution and spreading her belief that "Everyone is in Sales", Janel also spearheads Arbor's strategic account program that focuses on critical customers. Janel has more two decades of experience in companies like SunGard Availability Services and Verizon, leading marketing efforts for Managed Services and Cloud. During her tenure at Verizon Janel held roles in field marketing as well as global sales. Janel holds a Bachelors of Business from Iowa State University, as well as a MBA from the University of St. Thomas.

How have you personally helped advance your company's channel business over the past year?
In the past year, after assuming responsibility for Channel enablement, my team and I have implemented an on-line learning program and certification for our partners, development, and created Sales workshops to teach our partners how to disrupt the sale by offering value and information. I have led sales workshops at Partner kickoffs to drive the importance of "disrupting the sale" and providing value to prospects. We have developed special workshops, called War Games, to simulate cyber security attacks. These workshops allow our partners to invite their end customers and demonstrate the importance of securing critical assets. I have developed a survey feedback process, both in person and on-line to continue to improve the quality of service we offer to support our partners.

What are your goals for your company's channel business over the next year?
In 2018 NETSCOUT Arbor will improve partner sales skills, drive partner profitability and increase the number of new accounts through partners. We will continue to attend events focused on the Channel like Data Connectors, SecureWorld and Cisco Connects to help generate leads for our partners. We continue to invest in our Learning Management System to offer web based sales and engineering training tools. Our Partner Center will work to deliver content and information. War Game workshops will be expanded globally. This year has focused on developing and implementing the program while gathering feedback.

What honors, awards, or commendations have you won over the past year?
Women in Tech USA - Nomination for creating a women's leadership initiative called Women on their Way which is designed to empower women and to bring more "line of sight" opportunities for women. I believe increasing the visibility of women in cybersecurity will build opportunities for career growth internally, as well as, present opportunities of serving as role models for young women who are considering a career in STEM. Throughout my career, I have won several marketing leadership awards, including Marketing Specialist of the year and a special invite to be a guest at Presidents' Club due to marketing leadership.

Outside of your family, please name a woman you admire and why:
Ruth Bader Ginsberg. Not only was she one of the few women in law school in the 50s, but she was the first female member of Harvard Law Review. She went to law school while balancing the challenges of being a wife and mother. Ruth Bader Ginsberg has been a champion of the civil rights for others, regardless of color, gender or religion. She lives according to her beliefs and does it with grace and logic. At 84 years old she continues to argue for women's rights as well as civil rights across this country.

What advice would you give your 16-year-old self?
I am the youngest of 12 children. My Mother and Father were incredible people and they taught me to "Bring your whole self ". The principle behind this is believe in yourself, stand up for what you believe, and deliver your best effort to all things. I was always encouraged to try and to keep trying. I feel the only limit is those you allow yourself or others to impose upon you. I work hard with myself and encourage others to no allow those limits to be imposed.

If you could master any new job-related skill, what would it be and why?
I would learn Spanish. I work closely with many partners in Latin America. The ability to speak Spanish would increase my ability to understand the nuances of their market and make it easier for them to work with me.

What's the best book you read this past year and why did you like it?
Radical Candor, by Kim Scott._Radical Candor is designed for managers to help guide their communication and feedback style. It balances caring about your team with the ability to provide direct and candid feedback. In my experience, people only get better if they have a true understanding of their areas of improvement. The book, Radical Candor, provides guidance on how to tell people what they need to do to improve, but still caring about them. It encourages people to have real conversations that build strong relationships.

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