Biography and Background:
JuliAn is a technology management executive with 20 years experience leading high performing client services and business development teams. With over a dozen years in the Oracle + NetSuite channel, JuliAn spent 3 years at PwC and 8 years on Explore Consulting's executive team. Most recently named to the 2017 CRN Women of the Channel List, she has been recognized 5 times annually since 2012 and was previously named to the CRN Women of the Channel Power 50 Solution Provider list. In her 12th year in the Oracle + NetSuite partner channel, JuliAn took on a new role with RSM in 2017 to lead the West Region NetSuite practice. RSM is one of NetSuite's leading channel partners, having won both Partner of the Year and the NetSuite 5 Star Award five times annually since 2013. RSM's technology practice ranks #1 worldwide on Accounting Today's VAR 100 list, in both 2017 and 2016. Currently the only female regional NetSuite practice leader, JuliAn is spearheading efforts to not only grow RSM's West Region NetSuite footprint through organic growth, but has also been actively involved in new firm investments that expand the firm regionally, nationally as well as internationally with expanded service offerings.
How have you personally helped advance your company's channel business over the past year?
Leveraging her experience and past successes in both the Oracle + NetSuite Alliance and Solution Provider/VAR channels, JuliAn did not shy away from the opportunity to lead a region that wasn't producing the same numbers as her 4 male regional counterparts. JuliAn quickly launched both offensive and defensive channel plays and her team is enjoying the swift growth while embracing her 1+1=3 management style. JuliAn has focused on accelerating organic growth by retooling her region with new ways of identifying and closing business, a strategy that has advanced RSM's NetSuite channel business with historically impressive metrics. Her region's YTD charge hours per FTE are showing 40% improvement since her arrival just 6 months ago, her team's net billed rate is showing a 71.5% increase and her practice's gross services YTD has increased 38%. JuliAn quickly flattened the hierarchy of her region by promoting top performing employees to assist her with the practice infrastructure and leadership. By leveraging the strengths of developing firm leaders in the day-to-day operations, JuliAn was able to focus on growth strategies and quickly implemented changes during her first 2 financial quarters, which even included an initial reduction in team headcount that yielded increased profitability!
What are your goals for your company's channel business over the next year?
Focused on growing top line revenue by 12%, JuliAn plans to leverage the organic growth she has driven in the West region during her first 6 months, but is also looking to expand the national practice growth through new firm investments. As RSM continues global expansion, JuliAn looks forward to introducing new service offerings into not only the channel, but also the firm as a whole. JuliAn would like to select a micro-vertical for NetSuite channel business and help develop an industry specific solution for go-to-market that would support the continued expansion of her region, and encourage continued aggressive growth.
What honors, awards, or commendations have you won over the past year?
1-CRN Women of the Channel 2017: JuliAn played an integral role on PwC's Oracle + NetSuite Alliance team to bring NetSuite's applications to the firm's enterprise clients. 2-PwC-Above & Beyond Firm Partner Award: JuliAn was recognized by technology partners for her role in the growth of the Oracle + NetSuite alliance. 3-Oracle + NetSuite 5 Star Award 2017: RSM's fifth 5-Star Award since 2013. 4-Accounting Today 2017 VAR 100: RSM was ranked #1 for the third year in a row. 5- RSM West Region NetSuite Practice: JuliAn's team have broken multiple records during her first 6 months.
Outside of your family, please name a woman you admire and why:
Amelia Earhart, who I share a July 24th birthday with. Earhart's mission was to be the first woman pilot to fly around the globe and was quoted as saying "the most difficult thing is the decision to act, the rest is merely tenacity." In other words, hard work pays off and the most effective way to do it, is to just do it. I admire Earhart for recognizing "The woman who can create her own job is the one who will win fame and fortune."
What advice would you give your 16-year-old self?
Embrace Science, Technology, Engineering & Math (STEM)! Know your value and be confident to take on a challenging career outside of your comfort zone. Surround yourself with female executives who will mentor and inspire you, just as you will inspire them.
If you could master any new job-related skill, what would it be and why?
Mergers & Acquisitions. As consolidation in the channel continues, I would welcome the opportunity to apprentice and get more involved with my firm's M&A deals. I got my first taste of M&A back in 1999 when I was working in the telecom industry and my exposure continued through my years in financial services. I was generally involved in the M&A activity from a technology standpoint, usually integrating the two merging companies technologies, but I would love to take a bigger role in the entire transaction from beginning to end. Merging together two distinct organizations and cultures fascinates me.
What's the best book you read this past year and why did you like it?
The Ideal Team Player by Patrick Lencioni | How to recognize and cultivate the three essential virtues-humble, smart and hungry. In his classic best-selling previous book, The Five Dysfunctions of a Team, Lencioni had laid out an approach for attacking the dangerous group behaviors that destroy teamwork. In this newest book, he turns his focus to the individual member of a team, revealing the three indispensable virtues that make some people better team players than others. He presents a framework for identifying, hiring and developing ideal team players. I used this model with my practice managers and have seen success.
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