CRN 2018 Women of the Channel Details

Veronique David

North EMEA Channel Leader, SAS Institute

Location: Paris, France


Number of years in current position: 4

Number of years involved with indirect sales: 15

Fun Facts:

Has a female boss (or is top executive at company)
Has an advanced degree (a degree higher than a bachelor's degree)
Has worked for a solution provider organization
Loves Instagram
Has climbed a mountain
Can ride a horse

Biography and Background:
I have a strong background in direct (6 years) and indirect sales (15 years). I spent 15 years at IBM; joined SAP in 2011 where I worked as Channel Manager for 3 years. In September 2014, I joined SAS to create and manage the indirect sales model and strategy in France. In my new role, I will leverage my experience to support and manage the North EMEA Channel Team and develop indirect sales for this region. My main personal skills are: team spirit, enthusiastic, efficiency, results oriented. I'm married and have 2 sons; 17 and 15 years old. I manage quite well the balance between my personal life and my professional life, even this is not easy every day! I love skiing. To be in the mountains is for me a really great pleasure. I practice combat sport for 10 years. It allows me to relax myself and evacuate the daily pressure!

How have you personally helped advance your company's channel business over the past year?
I started from ground zero in France 4 years ago, to create and manage the indirect sales model in a "direct-spirit" company. Using my past experience, I built process to manage the indirect sales, I built an ecosystem of 22 resellers, changed the mindset of salespeople to embrace and understand the value of selling in an indirect mode and working with trusted resellers. I put in place lead generation activities to increase the pipeline with the resellers. Today, France is the most advanced country within Europe. My new challenge is to bring other countries within North Europe to increase sales in reselling.

What are your goals for your company's channel business over the next year?
Today the overall percentage of indirect sales to the total results is around 8%. My first goal is to reach 20% of indirect sales in the next 2 years. My second goal is to participate in setting up the new partner program and propose motivating goals to our partners. I would like to advance them to bring more business to SAS and to highlight their added value.

What honors, awards, or commendations have you won over the past year?
I won several top achievers awards: At IBM: in 1998, 2008, 2009 and 2010 At SAP: in 2012 At SAS: in 2016

Outside of your family, please name a woman you admire and why:
I admire our Director of Alliance & Channels for North EMEA at SAS, Patricia Auroy. As a leader, she is highly efficient, clear in the goals she sets, she focused on the essentials. She fights for what she believes & never gives up. She has supported me during the last 4 years, encouraging me to always focus on my main objectives & on the essentials. She has a lot of human & professional values. She has risen steadily during her professional career with professionalism and determination. And I know that I still have a lot to learn from her.

What advice would you give your 16-year-old self?
Don't underestimate yourself, believe in you! Push back your limits, think about you future and do the things you love.

If you could master any new job-related skill, what would it be and why?
To learn how to manage a multi-cultural team because for me, it's really important to know about the culture and the professional habits of people you manage. And to be able to adapt the way in managing these people coming from different countries with different cultures.

What's the best book you read this past year and why did you like it?
A French book "your second life begins when you understand that you only have one". This is a life coaching book. The heroin thinks that she has a busy life but she realize that she's not really happy and that she needs to adapt a few little things to change her life. It's nothing revolutionary but this book allowed me to take a step back and to ask myself what I would like to adapt, modify or change in my life to be more in tune with my aspirations.

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