CRN 2018 Women of the Channel Details


Christina Lowe

Director, Global Channel Programs, SmartBear Software

Location: Somerville, MA

URL: https://smartbear.com/

Number of years in current position: 4

Number of years involved with indirect sales: 8

Twitter Handle: @CLowe355

Fun Facts:

Can code
Has worked for a solution provider organization
Has a mentor
Is a mentor
Loves Instagram
Is an extrovert
Has climbed a mountain
Can ride a horse
Likes playing video games
Has written a song
Has always wanted to be a teacher

Biography and Background:
Christina Lowe started her career with an internship in finance. Once she entered the fulltime work force, she became a subject matter expert in back-end channel operations. This first role sparked her interest in the Channel, and Christina has sought to expand upon her knowledge ever since. During her time at EnerNOC, Christina created a fully robust engagement program for partners, and worked with all channel operations. In her current role at SmartBear, Christina drives the global partner program, designing, building, and managing the company's expanding global partner program. This includes defining the goals, creating scalable enablement programs, and equipping partners with the tools and resources needed to be successful. She also ran the company's first user conference (https://smartbear.com/connect-2017/) in September 2017 that drew 300 attendees. In 2015, Christina started a Women in Tech (WIT) group at SmartBear to foster collaboration and networking among co-workers in order to help and support each other. She authored an article to help others do the same: https://www.witi.com/articles/1071/Starting-a-Women-in-Technology-Group/

How have you personally helped advance your company's channel business over the past year?
Since joining SmartBear four years ago, I have on-boarded 70 new partners, ran over 250 programs, and enabled and trained over 5,000 systems integrations partners. In 2017, SmartBear experienced a 42 percent growth in the channel. In my current role, I am in charge of technical, sales, and marketing enablement for the partner community. I have written blog posts featuring major new partnerships on the SmartBear blog (https://blog.smartbear.com/author/christina-lowe/) to keep the community excited about new channel opportunities.

What are your goals for your company's channel business over the next year?
In 2018, I plan to increase channel initiated business across the board and help SmartBear become a more channel-friendly business through targeted projects. Specifically, I plan to improve communication, reporting, and systems for labeling and defining partner deals. Global expansion is another one of my key goals for 2018. I am specifically targeting expansion into India, Australia, DACH and France. I plan to use these projects to create a global expansion model to use in future years.

What honors, awards, or commendations have you won over the past year?
Board Member: Young Professional Networking Group for the Wonderfund of Massachusetts

Outside of your family, please name a woman you admire and why:
I admire Nancy Altobello, Global Vice Chair of Talent at EY. She reminds me of the power of positivity and listening. Nancy is busy, but takes time to guide people. She is an example of being who you are can lead to success. She has thousands of people working under her, but finds a way of making each person feel like the most important person, allowing each to open up and connect with her on a personal level. I try to take this same approach, remaining present and focused on the current conversation versus being focused on my to-do list.

What advice would you give your 16-year-old self?
I would tell my 16-year-old self to explore more career options. Growing up, I really wanted to be an educator of science mostly because I was not exposed to all of the other paths that exist. If I had not earned a field hockey scholarship to business school, I may not have made my way to the business world. I now wish that I had asked the adults in my life for more advice about the different career paths that are out there.

If you could master any new job-related skill, what would it be and why?
I would like to master negotiation because I feel that it is a useful skill for both internal and external projects. I do a lot of research to prepare for projects and meetings that I am involved with, but I would like to learn to be able to think on my feet and be more natural in negotiations.

What's the best book you read this past year and why did you like it?
The best book I read this year was, "So What? How to Communicate what Really Matters to Your Audience." The book was a recommendation from SmartBear's CEO, and it had an immediate impact on how I interact with partners today. This book taught me how to tailor my trainings and presentations to the group of people I am working with and to excite them.


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