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The Most Powerful Women Of The Channel 2019: Power 100

The Power 100 is culled from the ranks of CRN's Women of the Channel and spotlights the female executives whose insight and influence help drive channel success.

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Darci Kleindl

GM, North America Partner Sales

Amazon Web Services

In 2018, Kleindl helped SWS to exceed 100 percent year-overyear partner revenue growth as an essential contributor to the commercial business. She built new mechanisms to intentionally embedded partners into each facet of the business for mutual success.

Years In Position: 2.5

Years In Channel: 6

How have you personally helped advance your company's channel business over the past year? During 2018, we (I) focused on three initiatives for mutual AWS and partner success: 1) Recruit and Develop High Potential Partners 2) Acceleration of ISVs and 3) Hire and Develop talent. To recruit and develop high potential partners, we drove the consolidation and alignment of partner development assets into a centralized organization and accelerated our partner's time to value. Additionally, we excelled with CEO sponsored multi-year collaboration agreements and built advanced AWS practices. We had substantial headcount growth and concentrated our efforts on organizational capacity through role delineation. This allowed us to surpass our hiring goals due to intentional alignment of the right talent for the right role and cultivated the diversity of our team. Additionally, we applauded our people for purposeful customer obsession, a core Amazon leadership principle, and the reason we exist. Lastly, to accelerate our customer impact with ISVs, we led an initiative to develop and scale to new market segments. We bridged our AWS marketplace and our direct sales motion to create uniformity for our partners and customers. In a few months, we exceeded our partner and customer migration goals and our organization became the trusted advisers for ISVs and our commercial sales teams.

What are your goals for your company's channel business over the next year? Our main goal is to evolve our partner business model to result in accelerated growth for our partners. Therefore, two core focus areas are on new business solution offerings and the consumption of our valued sales and technical readiness to create new business opportunities and empowerment within our channel. With each passing day, change occurs (acquisitions, new competition, new services) therefore, we goal ourselves and hold ourselves accountable to our ability to help our partners grow their business ahead of the changes. We live in a "you win, I win, we all win" mentality and value our partner community.

What's the key to success for your channel partners in 2019? The key to success is the ability to Earn Trust. At all levels of our customer's organizations, they are looking for partners who they can trust with their business technology decisions. This includes the ability to operate with high integrity in every situation, be vulnerable when necessary, and balance short term and long term outcomes. Additionally, customers want empowerment, therefore, partners need to "bring the customer along the learning journey" and ensure customers have the internal skills needed for success. Finally, employing mechanisms for open communication with our field sellers to ensure the best customer outcomes.

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