CRN 2018 Women of the Channel Details

Regina Vignone

Director of Sales, Channel East, Sophos

Location: Burlington, MA


Number of years in current position: 7

Number of years involved with indirect sales: 16

Twitter Handle: @N/A

Fun Facts:

Has a female boss (or is top executive at company)
Has worked for a solution provider organization
Has a mentor
Is a mentor
Loves Instagram
Is an extrovert
Can ride a horse
Likes playing video games
Has written a song

Biography and Background:
Regina Vignone is a successful sales professional and leader with 16 years of experience in the IT Channel. Regina has an extensive track record of achievements and is especially known for recruiting and working with IT solution providers who specialize in security. A self-motivated leader and relationship builder, Regina is focused on creating lasting professional connections with partners and end-users/customers. This long-time philosophy has helped Regina establish and grow her career as Channel Sales Director at Sophos and achieve success not only for herself, but for her team and Partners, as well. In this director role, Regina has a team of 41 people in the Eastern region of the U.S.

How have you personally helped advance your company's channel business over the past year?
Over the past year, I have led Sophos' east coast sales efforts, helping businesses implement innovative security solutions, like Sophos Intercept X, which leverages deep learning technology for predictive protection that improves detection and response times against sophisticated threats, such as ransomware. My focus has been on strategizing directly with partners and guiding my team to support and improve partners' sales, based on customers' needs. Through Sophos' channel program and in-person events like Sophos' North American partner roadshow, my team and I have built strong relationships with partners to create significant momentum toward increased sales for partners. My team and I have helped spread the Synchronized Security message to partners in the east coast territory, emphasizing how Sophos' suite of network and endpoint security solutions communicate to provide the most comprehensive defense against cyber threats. As a 100 percent channel-first, channel-only and channel-best business, Sophos is committed to giving partners full access to a world class channel organization to make them profitable as a business and successful with their customers.

What are your goals for your company's channel business over the next year?
My primary goal over the next year is to work with my team and strategic partners to identify new opportunities for growth and momentum in our mid-market channel business. Together, we'll build business plans that encompass renewals, a comprehensive mix of next-generation security solution offerings, and marketing plans to help partners differentiate themselves in the market. My team and I are also focused on educating and supporting partners along this journey through certifications and training that will provide them the tools they need in order to be successful in reselling and supporting Sophos products.

What honors, awards, or commendations have you won over the past year?
CRN 2017 Woman of the Channel Personal Honor: Giving birth to my second child, adding a new member to my family

Outside of your family, please name a woman you admire and why:
At Sophos, there is a strong female presence throughout the organization at both the management and individual contributor levels. I admire all of the powerful Sophos women I work with on a daily basis, and I've been fortunate to work alongside and learn from these talented women based on their different strengths. Last year, eight Sophos women were recognized as CRN Women of the Channel. We all support each other, network and discuss the challenges and successes that we have in our professional roles and in the industry as a whole, making us an unstoppable team.

What advice would you give your 16-year-old self?
I would tell my 16 year-old self to fearlessly take risks, set lofty goals and voice your opinions. It is important to be heard and respected for what you believe in. By thinking outside the box, taking chances, staying true to your values and striving to give your best every single day, you'll see your hard work pay off in the end.

If you could master any new job-related skill, what would it be and why?
If I could perfect any new job-related skill, I would master the two "Ps" in sales: persistence and push. Many salespeople think the two are same and confuse them, but there are certain situations where being persistent with a customer is more appropriate than pushing, and vice versa. While I understand the differences, I would like to master correctly applying each approach instantly and consistently in any given situation. There is a fine line between persistence and push, and no gray area, so I believe perfecting these skills would make me a better saleswoman and leader.

What's the best book you read this past year and why did you like it?
The best book I've read in the past year is "The Giving Tree" by Shel Silverstein. I don't usually have time to read for pleasure on my own, but I recently read this book to my daughter and I found the messages very sweet and insightful. The book teaches readers to always be appreciative, by saying please and thank you, and to provide those around you with unconditional love. These moral lessons really resonated with me and I enjoyed sharing them with my daughter.

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