CRN 2018 Women of the Channel Details

Terri Snell

Head of Partner Innovation & Expansion, North America, SAP

Location: Chicago, IL


Number of years in current position: 1

Number of years involved with indirect sales: 18

Twitter Handle: @_TerriSnell

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
Has written a song
Has studied abroad

Biography and Background:
As head of Partner Innovation & Expansion for SAP North America, I lead partner go-to-market, new partner recruitment, enablement and strategic partner relationships focused on delivering scale for SAP. In this role, I am passionate about driving digital transformation and cloud adoption across the ecosystem, as well as helping partners build offerings around SAP solutions that drive tangible value for clients. I am a seasoned executive with over 20 years in the technology arena in a variety of sales and channel leadership roles. Prior to my six-year tenure at SAP, I was part of the executive leadership team at Syclo and sat on Motorola's Partner Advisory Board. I believe education is a lifelong endeavor. I am an avid mentor of young women and actively volunteer for several organizations where I spend time focusing on driving technological education to women and disadvantaged youth.

How have you personally helped advance your company's channel business over the past year?
Change in the marketplace is happening at a rapid pace. Over the past year, there has been a lot of investment in collaborating with partners and helping them adapt and adopt innovative technology. SAP has a wealth of solutions, which can be daunting at times for our partners. At the same time, SAP arguably has the most comprehensive offerings in the market. We are dedicated to our partners and enable them to tap into our technology. Helping them build their own unique value propositions to set them apart in the market is a primary focus. Last year, I led a team of individuals who specialized in solutions help our partners build a practice around a specific SAP technology and drive unique offerings for increased differentiation. As a part of this, we encourage our partners to take advantage of SAP's programs, such as Cloud Choice, profit. This model is compensating our partners as they sell cloud solutions with SAP, and it also allows us to mitigate risk for our partners as more clients adopt cloud technology.

What are your goals for your company's channel business over the next year?
The promise of the cloud is here - partners can no longer just think about evolution, they must transform. Our main goals are to help partners migrate to cloud solutions while increasing the overall percentage of revenue coming through the channel. Realizing the opportunities of digital transformation and cloud adoption is paramount. We will support our partners to build unique offerings, allowing them to acquire new clients and increase their revenue streams. We aim to improve the partner experience through better enablement and simplified processes with SAP, leading to more effective interactions and increased customer satisfaction rates for our partners.

What honors, awards, or commendations have you won over the past year?
1. Internet of Things 50 list - We are honored to be recognized by CRN, as they designate companies whose innovative offerings are helping connect objects, computing devices, infrastructure, data storage and data analytics to transform our everyday lives. 2. 5-Star PPG list - CRN recognizes an elite subset of Partner Program Guide applicants who offer solution providers the best partnering elements in their channel programs - SAP is privileged to be part of this list.

Outside of your family, please name a woman you admire and why:
As a young woman, I grew up loving math and science, but I noticed there were not many visible female role models in these fields. Watching Sally Ride break the gender barrier was very powerful for me. I have always admired how she chartered her own path and did not let others stand in the way. Being an astronaut was a small part of who she was as a person. I have been particularly inspired by her investment in getting young girls excited about science. Her story fuels my passion for mentoring and volunteering in the STEM arena today.

What advice would you give your 16-year-old self?
Be fearless, be fierce, be yourself and have some fun along the way. At a young age, it is important to have the curiosity and courage to try anything, do anything and not let something stop you. You have to be a go-getter and a driver of change - you are the only person who can chart your course in life. Most importantly, let your personality shine through and learn to be the best version of yourself.

If you could master any new job-related skill, what would it be and why?
If I could master a new skill, it would be in the field of data science because it intrigues me how people can interpret the mass amount of information created by humankind. In today's digital age, access to information is never-ending. Making sense of all this data and using it to drive smarter decisions is a captivating proposition. Data can drastically improve people's lives, particularly in disadvantaged areas. Leveraging data as a tool to deliver something for the greater good of others would be a tremendous opportunity.

What's the best book you read this past year and why did you like it?
The Captain Class: The Hidden Force That Creates the World's Greatest Teams by Sam Walker because it was a fascinating analysis of some of the greatest sports teams throughout history and how their success tied back to the leader of their team. Walker draws similarities between these leaders to deliver his message. As leaders, we are always looking to understand how to get the most out of our teams. Many leadership books can be very formulaic, but this was a fresh approach to understanding how leaders can make an impact on a team and drive them to greater results.

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