CRN 2018 Women of the Channel Details

One of our "Power 30 Solution Providers"

Joanna Robinson

Senior Vice President, Technology Sales & Professional Services, Burwood Group, Inc

Location: Irvine, CA


Number of years in current position: 1

Number of years involved with indirect sales: 2

Twitter Handle: @JoannaRobinson0

Fun Facts:

Can code
Sits on a company board
Has an advanced degree (a degree higher than a bachelor's degree)
Has an MBA
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
Likes playing video games
Has written a song

Biography and Background:
Joanna is a high-energy, transformational leader with more than 17 years of experience in professional services, business development strategy, channel partner management, and operations. As Senior Vice President of Technology Sales & Professional Services, at Burwood Group, Joanna Robinson drives go-to-market strategy, client service, operations, and sales excellence within the firm. She is responsible for executing on critical sales and delivery goals in Burwood's existing and new markets. Joanna joined Burwood in 2016 as the Regional Vice President of Burwood's Western Region and was recently promoted into her new role over sales and professional services. In 2015, Robinson won the prestigious Stevie Award for excellence in Sales & Customer Service, in addition to the Sales Director of the Year award in February 2015. Robinson received her Master of Business Administration from the University of Southern California, Marshall School of Business

How have you personally helped advance your company's channel business over the past year?
Under her leadership as former Regional Vice President of West Coast Operations, Burwood more than doubled the size of its Western Region, substantially grew its client base, opened a new office in Irvine, CA, as well as its newest Operations Center in San Diego. We have received numerous Partner Awards and continue to drive value-driven outcomes for our client base

What are your goals for your company's channel business over the next year?
Burwood Group has developed the unique ability to achieve strong organic growth while maintaining the essence of what has made the company successful for the last 20 years. Our goal is continue leveraging Burwood's impressive R&D capability to assess new technologies to help our customers push their business forward. Burwood's three core pillars are Consulting, Technology, and Operations and our strategic focus areas are Communication & Collaboration, Cloud & Automation, and Security. Our goals are structured around these core areas of focus, driving extensive value for our customers and deepening our relationships and competencies with partners in these areas.

What honors, awards, or commendations have you won over the past year?
In 2017 Joanna was named to CRN's prestigious Women of the Channel list as well as nominee for San Diego Magazine's Woman of the Year. She was recently featured in CIO Review Magazine, Crain's Los Angeles & Chicago for People on the Move and featured in Coto de Caza Living.

Outside of your family, please name a woman you admire and why:
There are almost too many to count! But if I were to name a few, one would definitely be Sheryl Sandberg the COO of Facebook as she has become a representative of how to leverage power and influence not only to grow a business but also have a social impact. Another woman I admire greatly is Susan Wojcicki the CEO of YouTube and long time Google executive and described as "the most powerful woman of the internet."

What advice would you give your 16-year-old self?
Continue to be FEARLESS! Be bold. Be curious. Don't be afraid to be the only woman in the room, or for that matter, the youngest or the smartest person in the room! I would also advise young women not to shy away from risks or opportunities that might at first seem daunting. I have taken risks all throughout my career, on things that seemed a little crazy at the time, but ultimately turned out to be the best decisions I have ever made. THINK BIG!

If you could master any new job-related skill, what would it be and why?
Continuing driving thought leadership around Cloud Platforms, Automation, Machine Learning, and Security - just to name a few!

What's the best book you read this past year and why did you like it?
The best book I have read within the past year is The Challenger Sale by Matthew Dixon and Brent Adamson. Burwood leverages this methodology across our organization in order to better drive value-based business outcomes for our clients. Over half of customer loyalty is a result not of what you sell, but how you sell. A Challenger is really defined by the ability to do three things: teach, tailor, and take control. The best reps teach customers new perspectives, and compellingly and assertively tailor to their most pressing business needs to ensure the message drives action.

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