CRN 2018 Women of the Channel Details

Robin Montague

Senior Director, National Partners, CA Veracode

Location: Burlington, MA


Number of years in current position: 2.9

Number of years involved with indirect sales: 17

Twitter Handle: @robin_montague

Fun Facts:

Has worked for a solution provider organization
Has a mentor
Is a mentor
Is an extrovert
Can ride a horse
Likes playing video games
Has studied abroad
Has always wanted to be a teacher

Biography and Background:
Robin Montague is the Senior Director, National Partners responsible for collaborating with CA Veracode's largest national partner to set and execute a joint strategy to drive incremental revenue. This involves coordinating efforts between our channel, partner, executive, sales, marketing, legal, finance, practice areas, and technical teams to cross-educate, build strong relationships and confidence. Prior to joining CA Veracode, Montague worked for ten years as a National Partner Channel Manager at Symantec Corporation where she developed and grew strategic relationships and loyalty with key partners to meet revenue targets. Additionally she has held other channel and sales roles at Shavlik technologies (now a part of LANDESK), Marimba and BMC. Montague graduated Summa Cum Laude from Metropolitan State University with a BA in Leadership and Communications.

How have you personally helped advance your company's channel business over the past year?
With web application attacks being the most frequent incident pattern in confirmed breaches, there is an opportunity for partners to grow their businesses around the CA Veracode Application Security Platform. In 2017 I focused on supporting the enablement of my partner's Application Security practice. Program Management is an important component of the CA Veracode application security solution and also a key element of my partner's value proposition. Part of enabling their AppSec practice to deliver a complete program is to recognize that "every company today is a software company". And, with CA Veracode plus partner services, the software a customer develops in-house, buys or downloads can be scanned for flaws and vulnerabilities very early in the software development lifecycle, remediated and released into production faster, more safely and therefore, more cost effectively. My partner is able to drive sales from discovery to close with dramatically increased profit margins and truly impact the security of their customers with a programmatic approach. Support for this methodology is boosted by targeted marketing activities where together, we demonstrate our knowledge of the customer's concerns, share education and best practices around Application Security and how we enable DevSecOps.

What are your goals for your company's channel business over the next year?
Two thoughts: • Demonstrating partner value is something Channel people are often asked to provide to internal sales teams. • At the heart of every deal done well is a strong relationship of trust; trust that we deliver to the customer what we said we would which leads to customer loyalty. It's the same idea with our Channel relationships. My goal is to continue building trust between my partner representatives and CA Veracode at all levels. This will result in positive business outcomes including increased partner initiated opportunities, strong recognition of partner value, and greater utilization of our Channel ecosystem.

What honors, awards, or commendations have you won over the past year?
2016 President's Club - sales achievement recognition by Veracode, Inc.

Outside of your family, please name a woman you admire and why:
I admire the USA Women's Gymnastics team for having the guts to come forward to name their sexual predator when adults and other people of power would not support and represent them. Time's up for sure.

What advice would you give your 16-year-old self?
My advice would be to listen to your heart and do what's right for you, because you can do just about anything you set your mind to do.

If you could master any new job-related skill, what would it be and why?
Being responsible for our largest national partner requires me to manage a team of more than 300 people to achieve sales goals without having any authority to actually manage them. To enable growth, I would like to build and manage an award winning "circle of excellence" team to support my partner, using the skills I have honed over the past 17 years along with the ones I'll learn in the CA Veracode Leadership Development Program in 2018.

What's the best book you read this past year and why did you like it?
Elizabeth Vargas's Memoir was the best book I read this year because it illustrates how even in this day and age the most visible and successful women still feel asking for help is viewed negatively and that when a "weakness" is exposed the disparity between men and women further grows. Elizabeth, a renowned television anchor and journalist, revealed her struggle with anxiety and alcoholism, and hid her addiction from her co-workers and friends. Her life was nearly destroyed until she had the courage to admit that she needed help and sought treatment. Vulnerability is a strength that is worth revealing.

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