CRN 2018 Women of the Channel Details

Kimberly White

Director Worldwide Solution Providers, VMware

Location: Monmouth Hills, NJ


Number of years in current position: 2

Number of years involved with indirect sales: 13

Twitter Handle: @KimWhiteVMW

Fun Facts:

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

Biography and Background:
Kim White joined VMware in April 2005 and is a Director of Worldwide Solution Providers in the Global Sales Acceleration Organization at VMware. She's responsible for increasing partner-created transformational revenue through our global channel. In her role, she works with sales leadership across multiple geographies which include AMER with Canada and Latin America, North, Central, and South EMEA, and 5 regions in APJ. In Kim's 13 years at VMware, she has been a top sales performer both direct and indirect, and built and led a high performing channel sales team whose revenues grew from $29M to $400M under her leadership. Prior to joining VMware, Kim held sales and leadership positions with several IT start-ups in Silicon Valley including, most notably, Livingston Technologies, which was later acquired by Lucent Technologies. Kim brings over 20 years of IT channel and sales experience to VMware.

How have you personally helped advance your company's channel business over the past year?
Over the past 12 months, my team and I have created strategic offerings to drive incremental growth of VMware's software-defined datacenter (SDDC) platform. By teaming with industry leaders like Intel, we formed sales motions that drove revenue increases through our global solution provider channel. We incorporated the need for pre- and post-sales services capacity, generated customer demand for our technology assessments, and incentivized partners for standing up pilots or deploying our platform solutions. All of this enabled partners to profit from scalable, high-value sales motions while accelerating time to value for our customers.

What are your goals for your company's channel business over the next year?
My team and I will align to the companys' vision of driving double digit increases across our transformational product lines. We'll drive indirect revenue of software-defined networking and storage, cloud management, and hybrid-cloud solutions. We'll align our volume partners and commercial sellers to our industry solution framework, creating scalable, profitable sales motions for our channel. We'll further drive consumption services capacity with partners who are helping migrate customers to VMware Cloud on AWS.

What honors, awards, or commendations have you won over the past year?
In 2017, I was honored to be recognized by CRN's Women of the Channel. I also had the opportunity to present at VMworld, alongside Frank Rauch, VP Americas Partner Organization, and his leadership team. We launched a customer and partner demand-generation campaign that centered around a partner pre-sales motion of leveraging a solution assessment in the customer's environment. This created a valuable experience for the end-user, while increasing profit margin, pre-sales services enablement, and predictable pipeline for our partners.

Outside of your family, please name a woman you admire and why:
I admire Alison Gleeson, SVP Americas, Cisco, because after seeing her speak, I was moved by her ability to convey a complex message in simple terms. She was able to impact a large audience of high performance sellers. I thought if I could model myself after someone it would be her and I enjoy following her success at Cisco and admire her long standing tenure. She is responsible for more than $25B in revenue and nearly 9,000 employees and actively advocates for diversity and inclusion. She's a great role model for those of us seeking one in IT today.

What advice would you give your 16-year-old self?
Believe in the power of your faith, learn healthy self-love and acceptance, and give more than you take. The sooner you can do these things consistently, the more beautiful and easy your life will become.

If you could master any new job-related skill, what would it be and why?
I would like to understand company balance sheets and learn to manage a P&L, because it's essential to a company's business health to scale efficiencies into an organization while maximizing top line revenue and reducing costs. Sounds simple but it is a vital skill to have.

What's the best book you read this past year and why did you like it?
My personal favorite this past year is a book by Michael Bungay Stanier called, "The Coaching Habit, Say Less, Ask More, and Change the Way You Lead Forever." I like it because it's helpful in creating a coaching leadership style, which is not always intuitive at first. It's a good book for someone looking to become a more impactful and influential leader.

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