Location: Dallas, Tx
Number of years in current position: 2
Number of years involved with indirect sales: 15
Biography and Background:
Stephanie is a Director, Global Partner Programs leading the Program Management Office for Qlik's Global Partner Organization. In this role, she owns all aspects of the Partner Program and drives initiatives to transforms how Qlik goes to market with Channel Partners. Stephanie joined Qlik in 2016 and has over 20 years of proven leadership experience in the areas of go-to-market, channel development, operations and sales. She is a veteran in the technology space with experience leading global teams. Previously, Stephanie was Director of Sales and Marketing Operations for Symantec / Veritas. She drove change management initiatives that delivered a successful separation of Veritas from Symantec. During her time with Veritas she was responsible for Global Channel Enablement for both internal channel teams and Partners defining and delivering performance based enablement strategies, the Partner Enablement framework, developing (and embedding Channels Partners within) the sales methodology & process and worked closely with marketing leadership to drive strategies to integrate enablement & demand generation. Before joining Symantec, she spent 15 years in sales, operations and channel leadership roles at McAfee/Intel Security. She is based in Dallas and lives with her husband and 2 sons in McKinney,TX..
How have you personally helped advance your company's channel business over the past year?
We spent 2017 spent establishing the PMO and rolling out the NEW Qlik Partner Program (QPP) which included retiring the legacy Partner Programs and preparing the company for 2.0. This involved: • Change management • Partner and Qlik cross-function communication & enablement • Additive program agreements -with new partnering options through Participation and Sub-Reselling • System support of the QPP in Salesforce • Process and policy definition and documentation • Redefining and operationalizing Partner Termination and Customer Migration Processes The areas I made the most impact for Qlik and our employees was putting structure and discipline into the management of the program and the partner business. Significant investments were made to building cross-functional bridges gaining commitments from the teams to prioritize and execute to help the PMO meet our goals. The QPP was recognized for 2 Industry awards. The SiriusDecisions Award showcased how we used the Partner Program for full company business transformation. These efforts led to improved profitability for our partners and Qlik with a 5.5% increase in overall channel profitability coming from program governance and discount discipline and value realization higher than modeled.
What are your goals for your company's channel business over the next year?
The Global Partner Organization will continue this journey to transform our channel business focusing scale of the commercial segment in a 100% Channel Led Model. This includes: 1. Continued evolution of the Qlik Partner Program including an Managed Service track for our Partners 2. Expanding scale and reach with 2-Tier models via Master Resellers and Distribution 3. Partner recruitment, Onboarding and Enablement 4. Global Partner Lead Management
What honors, awards, or commendations have you won over the past year?
CRN Women of The Channel 2017
Outside of your family, please name a woman you admire and why:
I have been fortunate enough to work with several of the industry greats and admire so many women. I couldn't possibly name just one this year with so many standing out in my mind. I admire any individual who is authentic, can demonstrate the ability to both teach and learn, and anyone who is bold in their approach while staying humble..
What advice would you give your 16-year-old self?
You have a calling in life Spend time figuring out what that is before you make life decisions. Find what you are passionate about, identify the career options and explore them all! Don't go to college for a job that you think you want. I promise what you think will change. Be kind to yourself, rejection is just life's way of helping you course correct to the path you are meant to be on.
If you could master any new job-related skill, what would it be and why?
I'd like to develop my "New Media Literacy" which is the ability to asses and develop content that uses new media forms and to leverage those media for persuasive communications. Beyond skills needed historically, there will be stronger emphasis on social skills, critical thinking and other skills that cannot be replaced by technology. I've been doing a lot of reading on this topic as I have a junior in high-school who's in the process of selecting colleges.
What's the best book you read this past year and why did you like it?
I am just starting Life 3.0- Being Human in the Age of Artificial Intelligence by Max Tegmark. This kind of dialogue fascinates me. How our world is changing - right before our eyes.
Unedited Content Provided By Participants