Building a world-class sales and partner team: It starts with the people
Pulse Secure had its first ever sales kickoff meeting a few weeks ago and as VP of worldwide channel sales, these events always remind me of the importance of building, nurturing and continuing to grow a top-notch sales team. That statement might seem overused or resonate a resounding, “no duh” by readers, but by no means is the process of accomplishing this task an easy one. There are many elements that go into building a world-class sales team – especially when a large share of your sales comes from the channel – but at Pulse, we believe it begins with hiring the right people and partnering with the best partners and distributors.
Again, this might sound cliché, but the most important aspect of any sales organization is having the right people, with the right attitude and most importantly, the people that are on-board buy into the mission. At Pulse Secure, our mission is to solve the security challenges facing the enterprise today, and help IT surmount the myriad of mobile devices being used to access corporate data on a daily basis.
The mentality of our sales team speaks directly to the direction and motivation of the company. We’ve empowered our sales and channel team with the mantra: “no reserves, no retreat, no regrets.” We believe that this standard of excellence will have a positive ripple effect on the entire organization.
This brings me back to the second point that is vital to any organization: partnering with the best, most reputable and most successful distributors. Yesterday, Pulse Secure announced its first distribution agreement with Ingram Micro, the world’s largest wholesale technology distributor that specializes in mobile device lifecycle services. Ingram Micro will market, sell and support our entire line of virtual private network, network access control and mobile security solutions to its channel partners throughout North America.
The new alliance is a milestone for Pulse Secure – not only representing the first agreement since being spun-off from Juniper Networks but also in what it means for our sales team. Holding true to our mission, this means that the sales team will offer extensive, best-in-class tools, training and support to our partners so that they can effectively address and solve the enterprises most glaring mobile security needs.
We are excited about reaching this milestone as it speaks to the mindset and dedication of our entire organization and the important goals we’ve set for our sales team, our partners and our distributors. Stay tuned for more exciting news from our sales and channel organizations…the best is yet to come.