CRN 2018 Women of the Channel Details

One of our "Power 100 Vendors"

Pam Johansen

Senior Director, Sales Ecosystem, ISD, and Renewals, BMC Software

Location: Houston, TX


Number of years in current position: 8

Number of years involved with indirect sales: 16

Twitter Handle: @PamJohansen_

Fun Facts:

Has a female boss (or is top executive at company)
Can code
Has an advanced degree (a degree higher than a bachelor's degree)
Has an MBA
Has a mentor
Is a mentor
Loves Instagram
Has climbed a mountain
Can ride a horse
Likes playing video games
Has always wanted to be a teacher

Biography and Background:
Pam's journey started in a small-town farming community in the Midwest. Graduating with a Bachelor of Arts from the University of Nebraska-Lincoln, she remained in Nebraska until being relocated to Texas. While at BMC, she achieved her Masters of Arts in organizational development from American University in Washington, D.C. Over the last 20 years at BMC Software, starting as sales education consultant, she progressed through the ranks to senior director over the Sales Ecosystem. In this role, she is responsible for global ecosystem programs and operations for VAR, ISD, GOSI, and renewals. An innovative senior leader and ecosystem champion, Pam is acknowledged for expertise in VAR, distribution, SaaS, OEM, global outsourcing, and system integration. Pam has provided worldwide channel partner leadership, change management, and process improvement for BMC Software. She has championed new go-to-market strategies, channel partner transformation, and offshoring strategies to drive cost efficiencies and improve revenues. Pam's experience includes providing channel programs and support while BMC moved from a pubic to a private company.

How have you personally helped advance your company's channel business over the past year?
When we launched our new fiscal year, the focus for our ecosystem was growing our top partners, driving growth in focused product areas, and increasing partner readiness for both sales and presales. To ensure that our ecosystem is trained like our field organization, I worked with presales leadership to develop the Value Based Selling (VBS) program, which has been delivered to over 200 partner individuals worldwide. VBS is more than a single event, but an ongoing approach to ensure that our partners' presales individuals are delivering high-quality deliverables to their end-user customers and supporting sales processes. I initiated a new presales certification program, of which VBS training is a requirement. Focusing on presales support, we identify partner presales individuals to become a part of our presales community. This approach allows our partners to become more autonomous by having their own dedicated presales resources. I also developed the junior channel sales manager role, located in Pune, India. Utilizing a low-cost model to support BMC channel sales managers and partners in focused activities has allowed higher touch points in partner onboarding and pipeline generation activities. This model also allows us to review leads that can be converted into deal registrations.

What are your goals for your company's channel business over the next year?
Continue to drive growth through increasing the capability of the ecosystem. Implement a new, programmatic approach to account assignments in specific account tiers that includes partner coverage. Support certified partners in delivering quality services engagements through BMC best practices methodology and an improved service approach. Continue developing partner individuals as field presales support resources by building presales skills through VBS. Grow our cloud business with a refocused approach that includes moving ecosystem partners to cloud offerings. Transform the role of partner account manager to channel sales manager, a role which will function as an enabler and seller supporting the ecosystem.

What honors, awards, or commendations have you won over the past year?
Eleventh consecutive CRN 5-Star Partner Program Award

Outside of your family, please name a woman you admire and why:
The woman that I most admire is Facebook COO Sheryl Sandberg. Over the last few years, she found herself being successful but also suffered the loss of her husband. While balancing her professional life and small children in the face of this loss, she continued being a voice for female empowerment in the workplace. I admire her and her professional journey because of the contributions she makes through her public speaking, books, and continued recognition - achievements that help other women in the technology industry.

What advice would you give your 16-year-old self?
My advice to my 16-year-old self is to get everything you can out of your education. All the work you put in now will help you later in life. Take the time to understand the basics, as they always come back into your world, may it be personal or professional. At the time, it was said that your schoolwork would not apply in your future job. However, situations arise where we can apply those lessons. Additionally, the ability to continue learning will be key to your success. Being a lifetime learner, I would have appreciated learning more earlier in life.

If you could master any new job-related skill, what would it be and why?
Excel skills continue to be required daily to articulate the ecosystem business, the partner program, and the tracking of certification. Excel is a common business tool but can pull together data to provide the key analysis required to manage the business. Pivots, formulas, and charts help to translate the large amount of data required to manage our business and assist us in telling a story. I have been continuing to learn Excel to allow me to understand the business of the channel.

What's the best book you read this past year and why did you like it?
"The Power of Understanding People" by Dave Mitchell. This book reminds me that developing successful relationships is critical in both our personal and professional lives. The book provides tools to understand unique communication styles: others' and my own. I encounter diverse communication styles in both my personal and professional life. This book has helped my communication skills by developing an approach through storytelling. With these new tools, I am better armed with the ability to interpret the behavior of the people around me, a skill that enables me to achieve greater levels of success at work and at home.

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