CRN 2018 Women of the Channel Details

One of our "Power 100 Vendors"

Kendra Krause

Vice President, Global Channels, Sophos

Location: Burlington, MA


Number of years in current position: 3

Number of years involved with indirect sales: 20

Twitter Handle: @klbenni

Fun Facts:

Has worked for a solution provider organization
Has a mentor
Is a mentor
Loves Instagram
Has climbed a mountain
Can ride a horse

Biography and Background:
Kendra Krause, Sophos Vice President of Global Channel Sales, has 20 years of channel sales, marketing, and operations experience in the networking and security industry. Kendra joined Sophos five years ago to lead their channel development and sales in the Americas. During this time, she structured a new channel sales model, created and launched a new partner program, deal registration program, and incumbent program. In her global role, she is focused on helping Sophos maintain their status as a market leader in the security industry, and ensuring that partners across the globe have the programs and support they need to make succeeding with Sophos simple. Prior to Sophos, Kendra spent six years at Fortinet as the Vice President of Channel Sales and was instrumental in the company's channel sales growth, program development, and overall direction. Kendra's extensive channel sales experience also stems from her roles at security vendors, SonicWALL and WatchGuard. Previous to working for manufacturers, she held various sales and product marketing roles for a computer and networking reseller. Kendra's success at these companies has provided her the foundation she needs to run a successful channel sales organization at a leading network security company.

How have you personally helped advance your company's channel business over the past year?
As the head of the global channel, I led the roll out of Synchronized Security accreditation to our partners worldwide over the past year. My team has built a simple and consistent accreditation program, enabling partners to get certified quickly and easily. It gives global partners the ability to offer Sophos' comprehensive suite of security solutions, thus fast tracking their business to drive revenue and reach profitability. In addition to simplifying programs like the Synchronized Security accreditation, last year Sophos announced its Cloud Security Provider (CSP) Program to bring cloud infrastructure to the channel. In response customers' desire to purchase directly from a cloud marketplace, our team expanded the Global Channel Program to make Sophos the first next-gen security vendor enabling partners worldwide to become specialized Cloud Security Providers. We developed training, certification and additional financial incentives as a part of the CSP program, allowing partners to support their customers that are using or migrating to the public cloud. These initiatives support Sophos' global channel sales strategy, aligning with Sophos' 'channel-best' approach to business. Beyond a channel-only and channel-first approach, Sophos considers itself a channel-best business, providing excellence and simplicity through its channel programs across the globe.

What are your goals for your company's channel business over the next year?
My main focus is working alongside partners to facilitate rapid adoption of next-generation security technology. Specifically, my goal is to put the best endpoint technology, such as the new Intercept X with deep learning, into the hands of the best partners around the globe. Sophos will continue to innovate its world-class products like Intercept X and XG Firewall, to deliver comprehensive security solutions that communicate through Synchronized Security to protect businesses against sophisticated threats. I plan to help partners cross-sell these products by improving the CSP and MSP programs, which ultimately enable partners to achieve revenue growth and become profitable.

What honors, awards, or commendations have you won over the past year?
CRN 2018 Channel Chief - 50 Most Influential CRN 2017 Woman of the Channel

Outside of your family, please name a woman you admire and why:
Amal Clooney - She's an extremely strong, smart and beautiful woman who doesn't seek the spotlight. Her work on International law in foreign affairs and human rights is very important and impressive.

What advice would you give your 16-year-old self?
I would tell my 16-year-old self to simply enjoy life. It's really important to make the most of life while you're young and care-free, because life gets crazy and very busy quickly.

If you could master any new job-related skill, what would it be and why?
My presentation skills. Specifically, I would like to perfect my public speaking skills, because I always respect individuals who are able to deliver a presentation to large audience with professionalism, confidence and charisma.

What's the best book you read this past year and why did you like it?
The best book I read this year was "The Code of the Extraordinary Mind: 10 Unconventional Laws to Redefine Your Life and Succeed On Your Own Terms" by Vishen Lakhiani. I appreciated Vishen's perspective based on his background in technology and his insights helped me to think about and approach problems differently to prepare for what's next, both at work and in my personal life.

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