CRN 2018 Women of the Channel Details

Bonni-Jo Salazar

Director, Global Partner, Splunk

Location: San Jose, CA


Number of years in current position: 1.5

Number of years involved with indirect sales: 20

Fun Facts:

Has a female boss (or is top executive at company)
Has a mentor
Is a mentor
Loves Instagram
Is an extrovert
Has climbed a mountain
Can ride a horse

Biography and Background:
I am currently the Director of Global Partner Programs at Splunk, responsible for the Partner+ Program worldwide. Partners engaged in the Partner+ Program include Resellers, MSPs, Professional Services partners, Distributors, Technology Alliance partners as well as OEM partners. Previously, I was the Director Global Partner Programs at Riverbed, responsible for the strategy and development of the global partner program for distributors, resellers and SI/SP partners. My experience also includes Partner Enablement with responsibility for enabling partners to drive engagement, awareness, participation, and knowledge transfer. I have a proven track record for successfully developing, managing, and executing channel programs resulting in revenue growth and expansion. Other past roles include sales, marketing and business development for leading high-tech companies. I received my bachelor of arts from Simmons College in Boston, Massachusetts and currently live in San Mateo, California.

How have you personally helped advance your company's channel business over the past year?
I joined Splunk over one year ago and was responsible for launching major enhancements to the Partner+ Program, supporting a new Partner Portal rollout, completing a Partner landscape analysis to support our recruitment efforts and conducting our first partner profitability study globally. During that time my team developed and executed the first ever incentives to drive new customer acquisition through our partner ecosystem that aligns with our overall company strategy. The program enhancements and partner listening and loyalty programs and the continued investments we are making in resources, training, and certification are key components of Splunk's ongoing transformation into a partner-led organization. I have also driven global consistency across all theatres for the framework of the program, ensuring that Splunk's discounting rates are appropriate for each. These program enhancements are all helping to drive partner-led opportunities leading to incremental revenue for Splunk.

What are your goals for your company's channel business over the next year?
My goal is to drive overall growth for our company through new customer acquisition through our partner ecosystem and to execute a partner recruitment strategy to support our growth goals.

What honors, awards, or commendations have you won over the past year?
I was awarded the Women of the Channel Award in 2017 for the first time!

Outside of your family, please name a woman you admire and why:
I don't have just one woman that comes to mind, but I do admire all of the women who have come forward to tell their stories of being harassed in a work setting. It takes a lot of strength and courage to to deal with a situation like this, and what we've seen in the last year is finally opening up the conversations that will result in change.

What advice would you give your 16-year-old self?
You are responsible for your career and where you take it, so ask for what you want. I would also advise young women to network and develop relationships with people of all ages and backgrounds. You can learn something from everyone, so take advantage of the different people you meet along your career. I would also advise to set your own boundaries so that you have a work/life balance and make sure to take your vacations!

If you could master any new job-related skill, what would it be and why?
I'd like to master the art of marketing and positioning to help elevate my team in providing more visibility in all that they accomplish. Anyone can tell a story but true marketers know how to tell the story so that it resonates with anyone. That's a skill that I would love to master.

What's the best book you read this past year and why did you like it?
The best non work or professional book I read was Outlander - it's a wonderful series and you get completely immersed in it. I couldn't put the books down. I love when I get so caught up in a book.

Unedited Content Provided By Participants