Patty Gray ─ Dynamic global distribution leader who knows how to build pipelines with a multiplier effect…
November 9, 2021 • 3 Minute Read
Updated October 2022
Patty Gray
Senior Vice President, Global
Vendor Success
Westcon-Comstor
(Previously—Vice President,
Global Vendor Management
Westcon-Comstor)
Are you looking for a global distribution leader with expertise to build a pipeline with a multiplier effect? We know the person—Patty Gray!
Patty Gray is the Vice President of Global Vendor Management for Westcon-Comstor. She is a dynamic and accomplished global distribution executive. In her current role, Patty is responsible for driving and expanding Cybersecurity, Networking, and Collaboration solutions, plus stewarding global vendor partnerships. She has a breadth of experience across sales, marketing, and operations, and a track record of success including delivering compelling business outcomes to customers, partners, and investors.
Please meet this IT Wondrous Woman™, Patty Gray!
Our 10 Questions for this IT Wondrous Woman.
Fun Facts
1. What’s the one thing about you that your business colleagues don’t know about you?
Water is my "happy place" or "go to". That means - on the water with a boat, in the water swimming, scuba, paddling, kayaking or simply taking in a sunset.
2. Before the pandemic, how many air miles/KMs did you flying annually?
150K to 200K.
3. What is the most adventurous food you have eaten and what city/location did you eat it?
Malang Tod (Fried Insects) In Bangkok, bugs are fried, seasoned and sold throughout the sois (streets) of the city for everyone to enjoy.
Your Career
4. What are the top two experiences, achievements or failures that shaped your journey as a successful leader?
Working for Avnet in the semiconductor division and moving from a high performing sales leader role in NA to living in Munich, Germany for two years to lead a European support role that would grow business with our largest end user customers.
Taking on my first global role at Westcon-Comstor leading our Global Vendor Management organization that supports our top vendor relationships. Here I learned to lead through influence and see firsthand the opportunities and challenges of international business that the rest of the world, outside of the US, faces every day.
5. Did you have a mentor in the early part of your career and, if so, what is the biggest lesson you learned from your mentor or influencer?
I have built a broad network of people over the years that I seek out on specific topics, or that I have observed “in action” in particular roles. A key lesson learned early in my career was around corporate cultures and the role of politics. One of my mentors compared it to a game of monopoly. He always reminded me that it’s not your monopoly game - you are just a piece in the entire board game - and while your cause may be critical to you, it’s important to not to take things too personally.
Walking In Your Shoes
6. What is one piece of business or career advice you would give to your younger self?
Show up, stand up and speak up. It took me longer to find my voice and be heard.
Career advice would be to develop early the skillset of how to write executive briefs, summarize key points and support conclusions with data.
7. As a leader, how do you remain a resource for people early in their careers?
I love to brainstorm and collaborate with people. A key characteristic of my leadership style is creating a safe place for people to feel comfortable to use me as a resource for advice or a just a sounding board. Being available and open to those opportunities gives me tremendous satisfaction, keeps me energized and I learn at the same time.
Today’s Business Environment
8. What is the most interesting project you have worked on in the last few years?
The pivot to everything “as a service” and monthly recurring revenue, and translating what that means to Westcon-Comstor and the channel. The shift from hardware to software, consumption-based models and the new value exchange. The evolution that would have happened in 5+ years has now accelerated to the last 18 months.
9. What skills are you currently developing or refining (in yourself) that will make you a more successful leader in the digital economy?
I’m currently refining my skills in data analysis/science, IT automation/integration and the working on defining the new value exchange between our vendor partners, Westcon-Comstor and the reseller community.
10. What is your greatest business challenge today?
Building automated, scalable, Go-To-Market channel models in support of our top vendor partners strategic initiatives and KPI’s.
