CRN 2018 Women of the Channel Details

Katie Popowski

Manager, Customer Success, Carbonite

Location: Boston, MA


Number of years in current position: 1

Number of years involved with indirect sales: 3

Fun Facts:

Has a female boss (or is top executive at company)
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
Has studied abroad

Biography and Background:
Katie grew up in Chicago, IL and currently resides in Boston, MA. Katie has been a top sales performer on our team for 2 years and recently promoted to manager of our customer success team focusing on cross-sell. She was the only rep to overachieve their number on our new business team 2 years running. She has never taken a single deal direct, and worked extensively on building up the partners in her region. She Took over the new england patch and built up our partner base and increased revenue. Recently with her promotion to manager, she will be working with her team of 7 sales reps, to cross-sell our product lines into existing business. They will accomplish this by engaging with our partners and utilizing them and their value. She is a highly successful individual in the IT industry and channel. Her sales experience coupled with her new management position make her a great advocate for the channel. She works hard to educate other team members on their national and regional partner base, and works with sales reps to show them how their partner base can benefit them and lead to increased revenue in their sales territories.

How have you personally helped advance your company's channel business over the past year?
Katie has taken a huge role in changing the channel organization over the past year. She has been a go to sales rep in advocating for partners and the channel. She has personally built extensive relationships with regional and national partners in her patch, and helped educate other sales reps on best practices in working with partners. She also works with customers who don't normally work with partners and guiding them to see the value. It is important for everyone in the sales and channel organization to be on the same page and realize how the channel and our partners are helping us bring in business and retain customers. Katie has been a guest speaker on partner webinars, speaking about cross-selling our product lines into existing business. She taught a lot of partners about the product line and showing them the value of bringing other products into customers. Partners trust Katie, and speak highly that she has brought an extremely positive light to working with Carbonite. She has shown the value of working with Carbonite to our partner base, and shown the sales organization at Carbonite the value of working with the channel. She has been a huge asset.

What are your goals for your company's channel business over the next year?
Katie's goals for the channel organization at Carbonite are to focus in on our existing partners and work with them to build cross-sell opportunities. Our partners have extensive relationships with our customers and utilizing them to cross-sell new products into these end users is crucial. Also educating the new cross-sell team on the value partners bring, and to how to best utilize them. With everyone on the same page and the same focus we can drive a lot of revenue. Also getting our partners EXCITED about our new offerings and showing them successes that we have had cross-selling.

What honors, awards, or commendations have you won over the past year?
Katie was promoted to manage a cross-sell team, a brand new team of 7. Cross-sell is a big focus of Carbonite so being selected for that position was a huge accolade. Katie also also over 100% of her sales quota in FY17 with Carbonite two years in a row. In per personal life, Katie was asked to be maid of honor in her cousins wedding and that to her is a HUGE honor :)

Outside of your family, please name a woman you admire and why:
Ellen Degeneres. Ellen stays true to herself and her beliefs, and has a wicked sense of humor. Being able to laugh at yourself and be repeatable to people are two things that are important and Ellen embodies all of that. She has been extremely successful, and always aiming high. She has used her success to be vocal about charities and social issues that are important to her and brought awareness to them. She is generous in contributing to causes and people in need. All around, Ellen is someone who works hard, laughs often, and treats people with respect.

What advice would you give your 16-year-old self?
To not be afraid of change. Life happens and you never know where it will take you, but learning to adapt to change and not be afraid of it would go a long way. Especially in the tech world, change happens every day, ever hour sometimes! Being able to adapt to change and figure out how to best move forward and react to it, has proved extremely helpful. Take the opportunity of change and pave a new road for yourself and your team and grow. Change means innovation and that is something that is extremely important.

If you could master any new job-related skill, what would it be and why?
Becoming more comfortable with reporting. There is so much data and information you can find out from pulling reports and studying trends in salesforce. Relying on other teams to help build these intricate reports is something to try and get away from. Being able to work on these reports personally and get them quicker to notice what is working and what we might need to change would be crucial. Building basic reports is something that is done now, but being able to dig deeper and personally create them would be huge. Learning from colleagues and taking continued education will help.

What's the best book you read this past year and why did you like it?
Firefly Lane by Kristin Hannah. This author writes absolutely captivating books and this was a personal favorite of all time. It highlights the importance of friendship, and how deep those bonds go. Also about the curveballs that life throws you, and that everyone could be going through a hard time even if it appears on the outside like they are not. I laughed, I cried (hard), I want to read it all over again. It made me appreciate the friendships that I have and how important a support system is in everyones lives.

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