Heidi Pellerano, Chief Commercial Officer, The Confederation of North, Central America and Caribbean Association Football (Concacaf)

Heidi PelleranoWorking in the sports industry makes Heidi Pellerano very visible as a woman.

But she is able to lean on a philosophy that helps athletes themselves as they strive for success. “I might not be the best athlete, but no one will outwork me,” she says. “You might have to work harder if fewer doors are open, but it’s something I’m proud of.”

Connecting Her Passion to a Career

Many professionals take unusual paths, but that is an understatement to describe Pellerano’s career. She studied as an electrical engineer and worked in the field for three years as a military consultant. But then, she had “that moment” where she was considering that she had a long career ahead of her and wanted to make the most of it. “It was a difficult process and took some soul searching, but making a shift allowed me to be true to myself.”

Although she didn’t come from a typical “sports family,” she’d always been passionate about them and decided to see what paths might open up. As a girls basketball coach at the time, she leaned on some of the parents to help set up informational interviews as she realized it was a tough industry to break into, especially given her background. “I offered to work for free and do whatever it took, but nobody picked me up on my offer,” she says. Through the advice of the parents, she identified an opportunity to earn a master’s degree in sports management at the University of Massachusetts, which would demonstrate she was serious.

During her program, Pellerano became uneasy as she started hearing about the decisive plans her classmates had, and it became clear that even if it wasn’t a long-term goal, she needed something that would differentiate her. It was the 1998 timeframe when women’s sports were growing, and she realized that could be a niche. She specialized all her projects to establish herself, and was approached by a classmate whose dad wanted to bring a WNBA team to Orlando, which opened the door to an internship.

Recognizing it’s an industry that’s all about networking and connections, she focused on meeting other professionals, which paid off when one of the women she had met went to work at the NBA in New York and hired Pellerano. Soon she decided that a marketing degree would complement her skills so she went back to school at Duke University, where she once again was vocal about her goals. A classmate referred her to a small consulting agency in Raleigh, North Carolina, OnSport, which became her entry point to strategic consulting in sports and entertainment.

When the firm was sold to industry giant Wasserman, Pellerano stayed on and just left last year to become Chief Commercial Officer at The Confederation of North, Central America and Caribbean Association Football (Concacaf), one of FIFA’s six continental confederations. She is excited to tell the story of the group’s 60th anniversary next year as the most recent hire of a recently transformed leadership team. “There is a tremendous upside and potential with all the changes that have happened in recent years.”

Making Your Voice Heard

Today when she meets with prospective hires or conducts informational interviews, Pellerano sees potential that others might not. That’s because she had been pigeon holed by her major, without someone to help connect the dots. By doing it herself, she has been able to create the career she wanted, and today can help others with a non-traditional background see where they might fit.

She has realized sports is an industry where it’s easy to be overlooked—one not designed for introverts, meaning she has to make adaptations as one herself. “The extroverts are very comfortable being seen and heard, and I’ve talked to a lot of people about how it’s fine to be introverted, but you have to understand how to shine at the right moments or it can have a limiting effect on your future.”

She acknowledges that as a former military consultant, she has gone from one male-dominated industry to another, and it’s important to focus on developing relationships.

At Wasserman she worked with an HR specialist, who posed an analogy that helped the issue of diversity and inclusion click. “When you look at the network of those in leadership, it will look like people like them, which is how underrepresentation continues,” she says. “Therefore, the best way to increase inclusion is to commit to open doors and advocate for advancement.”

“In many organizations, the biggest hurdle for women and minorities is they feel like they are meeting a quota,” says Pellerano. “If that’s the case, then forget what opened the door and prove them wrong.”

In fact, she exudes what she calls the “boxer mentality.” That means you may wonder how someone can withstand the pain, yet still have that attitude of never giving up. “Someone else has to call them out; it won’t be them,” she says, noting that there are days you wonder whether the struggle is worth it. “You have to realize everything will pay off for the next generations.”

Sports remain a passion in her personal life, and she also enjoys traveling with her family and friends, with favorite destinations being anything outdoors. “Since my job requires me to spend so much time inside, I love to get fresh air, whether it’s mountains, oceans or rivers. A beautiful landscape makes me happy.”

by Cathie Ericson

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Isela Bahena, Managing Director, Private Infrastructure Group, Nuveen Real Assets

Isela BahenaIn our careers, we oftentimes think ahead to potential impacts of any move, which while deliberate, can make us hesitant to grab an opportunity that doesn’t fit our exact narrative.

But what might seem like a career deviation can often turn out to be something you should embrace as a real opportunity, says Isela Bahena. “It might seem scary, but looking back I see a lot of growth when I took those chances,” she says. “There will be challenges, but sometimes the bridge is going to look different when you actually cross it.

This outlook has paid off in her career, but her demeanor, as well. In fact, she finds that younger colleagues often ask her why she doesn’t look nervous when changes are announced. “I tell them that’s because in the long run I always see them as opportunities.”

Embracing Change

Bahena has held this attitude throughout her career, which started in public finance and commercial lending, an area that she believes offered a strong foundation in skillsets for what she does now. After five years at Bank of America, she then decided the time was right to earn her MBA and attended Duke University’s Fuqua School of Business. During her summer in between first and second year, she interned at TIAA, Nuveen’s parent company; her lending background attracted them to her as a candidate, and she received a full-time offer to join them after graduation.

She’s been there since 2004, working on a number of teams through various rotations, starting with the private placement and private equity funds and co-investment. She found that to be an especially exciting opportunity as she was the sole associate on the team at the time, supporting seven directors and managing directors.

“I was learning a lot because I was touching all sorts of deals, which quickly expanded my breadth of knowledge,” Bahena says. Her ability to underwrite equity investments was a big advantage, and she was soon tasked with joining a team that was building a new asset class in private equity infrastructure. A decade later, she is driving strategy as a senior member of the team. “Generating ideas and envisioning what the business will look like as part of the broader organization is exciting, and this is one of the most interesting things I’ve done,” Bahena says.

There is growing interest in the sector where she invests, as well as ESG and impacts of climate change, where the firm is a leader globally. “I am at exactly the right juncture to showcase our strength and leadership to the market.”

Subtly Encouraging Diversity

While progress has been made, Bahena points out that finance is still a very male-dominated industry, and she believes that increasing awareness is the first step to be more inclusive. What happens, she finds, is that successful professionals often look for a younger version of themselves in candidates, but she notes that we need to collectively change that perspective to introduce more diversity in the industry.

“You have to be able to see other versions of yourself so you can share opportunities with those who don’t look just like you,” she says. For example, when a male colleague mentions that a new candidate or hire reminds him of his younger self, she suggests he think about someone who reminds him of a daughter or niece as well. “I look forward to being part of that change,” she says.

Throughout your career, she says it’s vital to always keep learning and adding to your tool kit. “It keeps you fresh and keeps your career interesting,” she says. In fact, one of the professional achievements Bahena is most proud of was being chosen to participate in the Emerging Leaders program in 2012, an opportunity that allowed her to meet a small group of colleagues who are now leaders all over the organization. “It was a nice pat on the back to be included and it was important for my growth and development,” Bahena says.

While she appreciates participating in industry-oriented events targeted toward women as a way to collaborate and discuss challenges, the goal, of course, is that women won’t need those to thrive.

When mentoring others in her organization, either formally or informally, she encourages them
to consider the brand they want to portray. “What adjectives do you want colleagues to consider when your name is said? That impression will precede you, so you want to make sure you’re building the reputation you want to have to the best of your ability.”

Always Giving Back

Bahena says that philanthropy has been an important component of her life she has embraced for a long time—not just giving money, but also time and expertise.

“I stand on the shoulders of many who came before me to lay this foundation to be where I am today so I believe it’s my responsibility to help out,” she says. That’s why she donates her time to a number of different causes, such as education, where she has served on the board of a charter school; as well as working with nonprofits in a variety of areas, from a legal fund to community-oriented grassroots organizations focused on causes from women’s rights to climate change.

As the eldest daughter of Mexican immigrants, she believes her family set the stage for looking at different perspectives and viewpoints from a very young age. “My upbringing also helped me look at the future as being a glass that is half full, and seeing that empty half as an opportunity with room for me to fill it with more water.”

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Virginia Johnson; Senior Vice President, Head of Corporate Legal; Global Atlantic Financial Group

Virginia JohnsonNever check your bag. Those words of wisdom have stuck with Virginia Johnson throughout her legal career since one of her first business trips as a first year associate. Traveling with a senior partner to embark on a lengthy trip, she arrived at the gate and when he asked where her suitcase was, he was shocked that she had checked it. “’Didn’t anyone ever teach you Associate Travel 101?’ he asked me.” Fortunately for Johnson, the bag quickly emerged from baggage claim as expected, but the advice has stuck with her…fast forward over 15 years and it still rings true, she says.

Wearing Many Hats Creates Exciting Opportunities

Of course, that’s just one small, but colorful, piece of advice that has helped propel her successful career. Johnson started as a corporate lawyer in 2002 at a large international law firm, Weil, Gotshal & Manges LLP, where she served as a securities and complex commercial litigator for nearly 9 years. She transferred from New York to Boston during her time at Weil, and eventually moved to a smaller Boston-based firm as a partner, where she could build her own book of business in an entrepreneurial environment. In 2012, she came across an opportunity to join the legal department of a wholly owned subsidiary of Goldman Sachs, and as she had always been intrigued by the idea of going “in house,” she made the leap.

Since its spin-out from Goldman in 2013, the company, which rebranded as Global Atlantic Financial Group, has dramatically transformed itself, in ways that Johnson says makes it “feel like it’s been 20 different jobs.” There, she currently heads up the corporate legal group and oversees just about everything a corporate legal department would need to handle, including contracts, licensing, cybersecurity, data privacy, litigation, employment, intellectual property, governance, risk, strategic transactions, cross-functional projects, business integration, and more.

She loves her current role where she can serve as a legal advisor but also assist with developing and shaping business strategy. “I am proud that I have been able to cultivate such a rewarding career, but also that I have built a reputation as a dependable problem solver in many contexts—a seasoned generalist who can jump into different types of situations,” she says. “As my expertise has adapted, I’ve been tapped by numerous leaders and have been able to expand my skill base. Business partners often tell me that if they don’t know who to call, they call me, as I have become known as somewhat of a ‘fixer,’ someone who can take on anything and just figure it out.”

Currently that covers leading her company’s response to the coronavirus pandemic, including introducing new initiatives, advising the business on legal risks and regulatory compliance, and conducting analysis of workplace safety logistics, company policies and procedures, employee benefits, and other aspects. While she acknowledges it is challenging, she also sees it as a chance to feel positive about something that is otherwise tragic. “Working on our response efforts is a way I can pour myself into the crisis and make a positive impact,” she says. “Most importantly, we are making sure we’re being flexible, fair and caring to our team and our customers.”

Johnson also is involved in a number of technology initiatives at Global Atlantic, an area for which she has a personal passion. This is a time like no other, she says, to spotlight the importance of innovation. “I have seen attitudes change almost overnight toward remote work and the urgency of digitizing our business capabilities, and it’s vital to embrace it, not be afraid of it. This forward-thinking attitude is critical to the future of our workplaces.”

Building Relationships and Learning on the Job

While Johnson says that sponsors can play an integral role in a career she also sees the benefits of networking at all levels.

“During my undergraduate studies and law school, I believed that if you simply buckle down and work hard, that would be enough, and by becoming a subject matter expert, people will seek you out. But now I know, it’s more than that: You have to network and build relationships,” she says, adding that she makes sure to tell her mentees not to underestimate the value of your network and to begin to grow those relationships immediately in your career. Too many times she has seen people focus exclusively on their work, and then find years later that they are building those relationships from scratch.

She credits her career transitions with seeking out and nurturing connections that would pay off in years to come. Success in the world of law entails a blend of talent and effort, along with some luck, she says.

As she considers the many mentors she’s had, the traits she admires most are having a mastery of skills and a devotion to excellence, while still maintaining a life outside work and a sense of humor. “These things aren’t mutually exclusive,” she explains. And, she appreciates those who put a premium on diversity in hiring and foster an environment where people can offer divergent opinions and dissenting views.

Johnson is proud of helping found a women’s network, which has become a firmwide presence at Global Atlantic, offering a large network across all the offices. Acting as a senior sponsor, she finds the most rewarding part has been the ability to empower younger professionals as “office champions” to plan events and initiatives. She sees it as a way to both retain talent and attract new professionals.

A Full Life Inside and Outside Work

In addition to her mentoring work within the company, Johnson is active in external mentoring with Big Sisters and Mentorloop, a virtual networking site that matches pairs according to interests. While she has spent much of her career in the financial services industry, she is an innovation enthusiast who loves learning about emerging technologies, and she often attends tech-focused events and peer chats to satisfy her curiosities.

Johnson also loves music, film, theater, and travel, and looks forward to resuming those activities after the pandemic clears. Since working from home full-time during the coronavirus outbreak, she has enjoyed being able to exercise more, favoring virtual boxing classes and yoga. And she treasures time she can spend with family, friends and her pets. “It’s important to have a well-rounded life outside of work. It gives you valuable perspective in making business decisions and also when you’re done with the workday.”

by Cathie Ericson

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Yeng Butler, Head of Liquidity Client Group, Wells Fargo Asset Management

Yeng Butler“Joining Wells Fargo & Company when I did, just prior to Covid-19 has certainly given new meaning to the phrase ‘trial by fire’ as I had to learn how to effectively navigate within the firm on a very quick timeline.”

Yeng Butler joined Wells Fargo Asset Management as the head of Liquidity Client Group in November 2019, after eight years at State Street. However, Yeng Butler’s career has been anything but linear. She recounts that she has always followed her curiosity and hasn’t been afraid to look beyond immediate and obvious career opportunities.

“Trust yourself.” She states, “I have taken risks that other people might not have taken. There are choices to make and you can benefit by taking a broader approach, and not be so linear, narrow or ‘safe’ in your career choices.”

The Importance of a Sponsor

As a student of government and Asian studies, Yeng entered financial services via a graduate training program at Merrill Lynch which gave her a two-year rotational experience in New York working in investment banking, private wealth, equity sales and trading, asset management as well as the retail aspect inside branches.

During one of those rotations, she met a person who would become a lifelong sponsor of hers.

“Before the program ended, I proactively called my sponsor up and asked if he would consider hiring me, as I knew I could learn so much from him, and that this was someone that I wanted to work with.”

The sponsor immediately said yes and thus began an eight-year journey from analyst to salesperson to vice president of sales leading a team. In 2010, the sponsor who had given her the first big break called again and invited her to come and work with him back in Boston with State Street.

By this time, Yeng was based in the West Coast. “We loved the Northern Californian way of life, but I knew I was ready for a big challenge again. From a team of two people, we built the business to a global team of 30. It was there I realized that my skillset and passion was strong on build outs and turnaround work.”

Butler is excited about her role at Wells Fargo Asset Management and is currently managing a team of thirty and is running a business with $240B under management. She took the role because she wanted to solidify her skills around expansion of an established business.

“The mandate is to double the business which despite what is going on is a very exciting challenge and the new flows have already surpassed our targets for the year.”

When asked about career advice to her younger self, Butler states that she would have told herself to shake off the imposter syndrome.

“Own your voice! You are expected to have an opinion so offer it, and do so cogently.”

Butler believes that constantly developing EQ (emotional intelligence) around communication and how to deliver the message effectively is something that is a critical skill to develop for everyone to bring others along on any journey. She also recognizes the value of other traits and behaviors in the Wells Fargo culture that she is embracing.

“There is great collaboration here and although it’s a big company, there is a sense of urgency to get things done. In addition, I see a lot of women in senior leadership roles and there are clearly so many areas of opportunity here. There are visible jobs for women at Wells Fargo outside of the stereotypical areas.”

The Wider Road Taken

Talking about wider as opposed to narrow and linear career paths that many people follow, Butler, despite having a clear path of institutional sales ahead of her, left Merrill Lynch in 2004 to pursue a master’s degree.

“I knew if I stayed that I would stay in institutional sales and that would be all there was to my story and although it was hard to leave, I believe to this day, it was courageous. Courage to take the non-traditional path, to carve your own career path and to do so with thoughtfulness and patience. ”

Six months before starting her masters at the Harvard Kennedy School of Government to pursue a graduate degree in public administration, she set off to volunteer in Western Samoa.

“I reached out to a great organization called MicroDreams, who provide microloans to women entrepreneurs. I said I have six months to offer you, can I be of any help?”

This opportunity was enriching after graduating from Harvard. Butler saw that environmental, Social and governance (ESG) investing and policy was an emerging area and moved to the Bay Area in 2005 to work for a policy organization called Business for Social Responsibility.

The Balancing Act

Yeng Butler candidly talks about how she purposely opted out after six months to focus on starting and caring for a family, which included running her own business.

“I lasted six months before realizing it just was not a fit for me. I think fit is important to talk about. I made the choice to run a retail insurance business and it was an excellent lifestyle business where I could bring my infant daughter to work. I hired and managed a team of eight people and got to keep my skills sharp on my terms.”

She muses on the having-it-all question. And lands on that she believes that you can have it all – but not all at once.

“Now that my kids are older, I have a bit more flexibility to be hyper-focused at work. However, when I am with them, I try to be entirely present, and that means putting the mobile phones in a drawer.”

In her spare time, Butler enjoys spending time with her family solving jigsaw puzzles, tinkering in her vegetable garden and watching her daughter perform in musical theater.

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Erin England, Partner, Katten

Erin England

GittingsLegal – NE73197

Success comes in many forms, and you have to define it for yourself, explains Katten’s Erin England.

Today England enjoys being able to share her story with young professionals and students, and says she often hears from advice seekers after a presentation. But that advice can’t be one-size-fits-all because success looks different for everyone and has to be targeted toward their unique goals. “If they don’t know what they are looking for personally, the advice won’t be in alignment with the outcome they want,” England said.

For England, she initially viewed success as becoming financially stable. “I know what it’s like to struggle financially – my family did when I was young – so in the beginning I set my sights on academic and professional achievement and the financial stability that comes with it.” Upon achieving that security, England has revamped her definition of success.

Living Her Dream

As the youngest of three raised by a single mother, England was the first in her family to go to college. She graduated with a business degree from Texas A&M University. After graduation, she spent a few years in banking, and then set her sights on law school at Southern Methodist University in Dallas.

She started her legal career at another Dallas law firm where she worked for nearly 12 years, making partner along the way, and recently joined Katten as the first Commercial Finance partner in Texas.

At her former firm, she specialized in “fund finance” or “subscription financing,” which involves lending to private equity funds and securing the loans by the capital commitments of investors in the fund. She has brought her experience to Katten and is looking forward to building out the practice at the firm.

Learning Along the Way

England speaks of her early years in law as marked by a condition many young professionals experience: a dose of imposter syndrome, which for her created a sense of not belonging and having to “fake” it. “I was hesitant to speak up and was afraid to be myself because I didn’t want to say the wrong thing. My perception was that I did not grow up like other lawyers in the firm, which may have not been true, but my sphere of influence was so different than my colleagues at the time,” she says. But she soon realized that everyone makes mistakes, everyone has their own story of struggle, and the firm is better off having people from many different backgrounds.

Helping Others With the Climb

At her former firm, England co-chaired the women’s initiative committee and is looking forward to getting involved with Katten’s robust Women’s Leadership Forum. Opportunities to support fellow women attorneys are important to her, she says. “I love the reciprocal mentoring and encouragement these programs offer, and it’s an excellent way to meet others across the firm.”

She believes women should work to lift each other up. “Lift as you climb,” is one of her favorite sayings. And she thinks it’s vital for women in her position to stay aware of how to help others. She recommends her peers “move over and add a chair when they get a seat at the table.”

When younger women are overwhelmed at a law firm, she encourages them to know that it will get better. “For example, when you make partner, you have much more control of your day and you’ve earned the respect of your peers.” Unfortunately, in her experience, it’s been the case that many women leave firm life or the practice altogether just when they’re hitting their stride.

England believes that the prevailing barrier to success for women in the legal industry in general is the lack of women in positions of power. She notes that it’s “tough to be what you can’t see.” And while she acknowledges that there are systemic flaws that make it difficult for women to achieve positions of power, she says sometimes the only thing you can do is “just keep swimming.”

With over a decade of practice under her belt, England says she no longer views success in terms of financial security, but as having the opportunity to pay it forward by helping others achieve their professional or personal goals.

With a husband who is also a partner at a large law firm and a young daughter, England’s family is busy. As she works remotely, she makes a point to bring her daughter in to video calls as appropriate to help show other associates how family can be part of a full professional life.

England is devoted to nonprofit work, having been on several boards, including her local YMCA and the Dallas Women Lawyers Association. She recently joined her first for-profit board for a new company called the Bold Women Society, a community that spotlights women with courageous stories.

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Cathy Del Colle, President, Burrelles

Cathy Del CollePut in the hard work, but realize that might not be enough, says Cathy Del Colle, president of Burrelles, the oldest media monitoring company in the industry.

“In order to thrive, be ready to let others know about the good work you are doing, and always be eager to learn new things; ask your supervisor how you can assist them since you always need to be ready to seize opportunities for growth.”

That attitude has propelled Del Colle’s career as she has stayed with the same company for 33 years. It is a tenure she is very proud of, rising from sales associate to become the newest president – and the first female president in the company’s history.

Growing a Solid Career

Del Colle joined Burrelles fresh out of college, when she saw a promising sales opportunity at the growing company. She thrived in the Washington, D.C., market for eight years when she was asked to move back to New Jersey headquarters. Over the years, she held a number of client service positions as the company pivoted to meet customer needs, including introducing the client portal, with a forward-thinking vision that was recently rewarded as she was named president.

She is looking forward to her role in helping Burrelles continue to make relevant changes. As a 132-year-old organization, it recently rebranded. However, she notes, it still focuses on its core service, differentiating it from other media monitoring companies by relying on human curation rather than computer models.

To capitalize on the value of a cross-channel strategy, Burrelles has recently added podcasts and social media tracking for its clients. “We have the same goal of tracking the news customers need but always adding new mediums as they become important,” she says.

An Increase in Women’s Influence

Throughout the years, Del Colle has seen women take on more prominent roles in the industry, something that she has noticed from attending media-related conferences where she has seen a rise of women speakers giving their insights. “Previous gender roles in the industry have largely been removed, which has been nice to see,” she says.

She notes that when she received her recent promotion, it was her fellow female executives who highlighted that she was the first female president, a designation she hadn’t even realized she had achieved. “It helped build pride in the company among my fellow women colleagues to have reached this milestone,” she says.

She remains active in a number of trade groups, including Washington Women in Public Relations, which she joined early in her career and makes a point to continue to attend meetings as her schedule permits.

While remaining dedicated to her career, Del Colle thinks it’s important for professionals to realize that it is possible to make work-life balance a reality. She met her husband early on in her career and feels that the relationship was an asset. “It takes a team, and my family are all part of my professional success,” she says. “My family ranks number one, two and three in importance to me.”

In addition to family time, she also takes part in a wide variety of healthy living activities, from daily exercise to wellness-focused vacations. Mindfulness ranks high, with podcasts and mediation keeping her grounded, especially in today’s challenging circumstances.

by Cathie Ericson

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Cindy Brown, Chief Revenue Officer, ViralGains

Cindy BrownAs a strong mentor to other women, Cindy Brown loves to share what she’s learned.

Speaking on panels like “How to Be a Boss Lady,” her advice includes staying the course: She sees resumes of women who’ve only been in jobs one or two years, yet she believes you have to remain in a position long enough to learn that when things get tough, that’s an opportunity to add certain skills to your personal toolkit. “When you reach higher levels, you are expected to have skills to handle situations, but you can only acquire those through seeing similar circumstances and the various reactions and responses,” Brown says.

Thriving on Challenge and Accountability

With a career spent in sales and customer success positions, Brown has always found the competitive aspect and absolute accountability energizing. “I’m very competitive, and I love to problem solve and create winning environments.”

Reflecting on her career, Brown feels fortunate to have worked for companies that have had many stages of growth and rapidly changing environments. She started in a large computer technology company in sales and quickly moved into sales leadership. There she was able to build a firm foundation with robust training programs in sales skills, leadership, HR, project management and other disciplines. Her first big challenge came when they were acquired by Compaq Computer, and she played a key role in the consolidation of two huge companies.

Eventually she decided she had reached a bit of a ceiling, so looked for a smaller start-up and joined a consulting firm that worked with companies to create customer-facing web sites. Shortly after, the dot-com bubble burst, and she was let go.

While it was a scary time, the uncertainty didn’t last long; she joined another start-up in the ad tech field as vice president of sales and operations to help them scale. And another challenge—9/11. The recessionary environment again made it critical to produce results, and she was able to show positive growth. Soon after Brown was recruited to join Yahoo! when they were still relatively small. She led a number of sales and support organizations over her dozen years there, including playing an active role in three major acquisitions and helping capture the most value between the combined organizations. One more pivot later, and for four years she has been at her current company, ViralGains, an ad tech company that creates customer-centric video ad journeys.

That adaptability is the professional achievement she is most proud of—the ability to assess needs and figure out how to motivate teams, then coalesce to drive success and scale. With extensive experience in both small and large companies, she can draw on her background to know what might work in a variety of situations.

At ViralGains, they focus on aligning customers and brands with a customer-centric approach that offers viewers a more customized ad experience, related to brands and companies that interest them. “My whole career I’ve been a ‘how can I help’ type of person, so now I’m working on technology that helps advertisers do that at scale,” she says.

Brown finds that marketing technology and advertising technology are not as aligned as they could or should be and is interested in driving a tighter connection between them. She finds that marketing technology is data-centric, while advertising is more prospect blasting, in other words, getting a message in front of millions of people without a deep understanding of whether they are actually real prospects. “There is still a lot of work to be done to seamlessly align the two, which will drive a better experience for individuals and greater efficiencies for brands,” she says.

Taking Chances Pays Off

Brown believes her success has come in part from being “naively optimistic,” pursuing jobs she really wasn’t yet qualified for, but asking for more and not overthinking. However, she has always been self-aware and focused on how her work fits into the larger organization; when she made mistakes, she would reflect on what happened and why. Commute time is the perfect time for that self-reflection, as well as to plan the next day.

While we’ve all been in a situation where a man says something a woman has just said and is listened to, Brown believes it’s important to get past that by avoiding an emotional response. “I’ve changed my verbiage from I ‘feel’ like we should do xyx to compiling facts, data and analytics that support a recommendation so it becomes a solid use case.”

Brown is proud that she has always made it a priority to spend time with her husband with a weekly date night and as a working mom would put the kids to bed and get a babysitter. Now they are grown and she believes that spending time together is the best gift. But it has to start at the beginning. “Having a strong marriage helps develop a strong family, and is a great balance to an active career. A woman can do both.”

by Cathie Ericson

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Cristina Varner; Senior Vice President, National Life Science Practice Leader; ABD Insurance & Financial Services

Cristina Varner

In her 25-year career, Cristina Varner has heard a number of buzzwords come and go, but one concept that she was delighted to first hear about and see endure is “sponsorship.”

“When that term came up it really resonated with me…who’s in the room talking about you when you’re not there?” she says, citing studies showing women tend to be over-mentored and under-sponsored. She recalls a former boss who was a strong producer, and they gravitated toward one another. “We didn’t put a name on it, but it was sponsorship as she helped me be my best,” Varner says. “She would tell me that I was passionate, not impatient, as others might call me. In that way she would replace what sounded like a negative that I might be thinking I needed to fix and reframing it in a way that was positive.”

That’s why everyone who wants to grow in their career needs a sponsor, says Varner.

A Career Pivot Proves Successful

Turns out Varner had a lifetime “sponsor,” even though she just called him “dad.” That’s because she had initially planned on being a fashion buyer, but when she joined Nordstrom during a tough economic period, it didn’t take long to realize that buyers weren’t soon going to be giving up their jobs.

Her father was in insurance, and while he’d always said that insurance was a great business, she hadn’t intended to follow in his footsteps…and yet since he was nearing the end of his career, she joined to see what it was all about. “He was very old school and treated me like any employee,” she says. But that taste of the industry worked, and from there she decided it was what she wanted to do, embarking on what would become a fruitful and fascinating career.

Since Varner didn’t want to take over his business, he recommended she consider becoming a retail broker on the commercial side. She was willing to learn and also realized it was the right time as it was the Silicon Valley heyday, with companies unable to hire people fast enough. Varner started on the ground level and worked her way up, primarily working with tech companies at the time, before a pivot moved her into the life science industry. Since then she’s built two life science practices from the ground up, and that has led her to the professional achievement she is most proud of so far—building robust teams and being part of watching younger people grow and make names for themselves.

Her current company, which she spun out with a core group in 2012, is now in its eighth year.

A Fearless Leader

While she doesn’t recall having specific assumptions starting her career, she realizes the importance of not only having a strong work ethic—being willing to raise your hand for new opportunities, but also the power of being a non-conformist. Varner describes herself as not “cookie cutter,” but rather fearless, a trait she didn’t recognize as unique and valuable until she was farther along in her career.

That instinct was on full display when she and a small group decided to leave a large employer to spin off their new company, an unusual and courageous decision, given that insurance people in general are risk averse in their careers. “It took a leap of faith to believe in a new CEO and leave much of my team behind.” And of course, that sowed doubts: How would I be able to do this? Will clients come with us?

One of her biggest fears was that people wouldn’t come along with her, but her biggest client followed her with words that stuck with her, “I don’t do business with companies; I do it with people.”

Even with initial misgivings, looking back, she knows it was the best career decision she has made. “It allowed me to start fresh in that I could come up with creative ideas, and that was the biggest turning point in my career,” Varner says.

Building Support Mechanisms

Varner has been proud to be part of creating culture at ABD, including a Diversity, Equity and Inclusion Council formed last year. She also founded the ABDHer Employee Resource Group (ERG), a passion that comes from the fact that she was strongly challenged, inspired and mentored by female leaders in her career and wanted to pay it forward.

The group has spearheaded a number of initiatives, including currently hosting webinars with other female leaders. Recent offerings have included topics like how people can successfully lead in times of tumult.

“When I started my career, we were expected to just figure it out, but I think it’s important that we now have much more focus to help people navigate their careers and growth and build skills.” She also finds that men gravitate toward the group, many of whom had been supported by a strong female figure in their own lives, to show their support.

While Varner has had her share of mentors, she also looks to other avenues for inspiration, including Maya Angelou and Oprah Winfrey, citing the quote, “When people show you who they are, believe them the first time.” Varner heard this early on and became a devotee of her teachings, which she has found to be very impactful on her career.

Aside from her work, Varner is married and enjoys spending time outside, boating or just enjoying the summer weather, along with her “two spoiled dogs.” Her passion for dogs inspired her to connect with a local man who helps feed the dogs of homeless people and eventually started the nonprofit “Project Open Paw.” Varner also is close to completing training to be a crisis counselor for Crisis Text Line, which she heard about when she caught a podcast with the CEO. “It resonated with me as something outside of my career or normal hobbies,” she says. While it’s daunting, she is excited to make a difference. “You should always be doing things that scare you.”

by Cathie Ericson

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Christina J. Grigorian, Partner, Katten

Christina J. Grigorian“I wish I’d known earlier on that you don’t have to be linear in your career,” says Katten’s Christina J. Grigorian. “If something is pulling you in a different direction, there are firms out there that will support those interests or needs.” And, she says, she was fortunate to find that you don’t have to follow a traditional trajectory on the partner track to have a fulfilling career.

Forging a Path Paved with Balance

During law school at the University of Maryland, Grigorian served as the student editor-in-chief of “The Business Lawyer,” which at the time was the largest law journal in circulation and published in conjunction with the American Bar Association. After passing the bar, she went directly to a firm where she discovered how much she loved the banking side of law, and after six years practicing with two other firms, has been with Katten for 18 years. During her tenure, she has worn many hats, including associate, contractor, senior associate, then counsel and partner in the firm’s Corporate practice.

The road wasn’t smooth, she acknowledges. When she started a family, she initially doubted whether she could juggle three children with her high-powered work and considered a leave. Fortunately, Katten was solution-oriented and offered her a reduced schedule of 10 to 15 hours a week working remotely as a contractor.

As her youngest child transitioned to preschool, she started working three mornings a week in the office and then further increased her hours when her youngest child began elementary school. Although it took her 21 years to become a partner, she did it on her own terms. “I have been very fortunate that I could walk a path that was both professionally and personally fulfilling,” Grigorian says.

Even today, she makes sure that her family demands do not interfere with her work responsibilities at the firm. “I never say ‘no’ to any project – the only question I may raise is with respect to timing,” she says, adhering to a flexible schedule that often had her rounding out her work in the evening while her children did their homework. “I have found this willingness has led to a lot of credibility that I will come through and the work will get done.”

Expanding a Welcome Niche

The enactment of the Dodd-Frank Act in 2010 brought new financial reforms and regulations for lenders and banks, creating enormous demand for an attorney like Grigorian who has an extensive background in banking law. It opened opportunities for her practice to flourish and evolve to now where she advises banks, bank holding companies, and state-licensed consumer and commercial lenders to ensure they are complying with applicable laws related to providing consumer or commercial credit.

This specialty allows Grigorian to work with a wide variety of teams as she can parlay her knowledge of banking and consumer and commercial lending law to a variety of deals and transactions.

“I am proud that I’ve been able to grow professionally in a way that allows me to be a resource to support so many teams,” she says. That ability came into sharp focus when the CARES Act passed earlier this year; her background allowed her to jump in to help clients understand the guidelines of the Paycheck Protection Program, which provides small businesses with funding to cover payroll costs, rent and utilities.

“It was amazing to join forces with so many people across the firm and help clients from bakeries to doctor’s offices to nonprofits determine if they were eligible to apply. It was such a wonderfully collaborative effort for these companies that really needed the lifeline,” she says, adding that it was a welcome spot in her practice to spend so much time with different types of clients and partners.

Balancing Work With Other Interests

The company you keep is as important as the work, Grigorian believes, meaning you must seek out those with whom you enjoy spending time. Through the years, she has had mentors who have been good role models with their work-life balance, along with being active in their communities, and she was able to model her career path in that view. She shares those lessons with others as an active participant in the Women’s Leadership Forum in Katten’s Washington, D.C. office, which has been a good outlet for her fellow female colleagues with its dynamic programming that offers everything from networking events to professional development programs.

Active in her community, Grigorian enjoys her volunteer work with the Washington National Cathedral, where she supports its horticulture projects, including recent efforts to create a bee sanctuary. “I adore this group of people who are dedicated to this mission to provide a haven to reflect and relax on the stunning Cathedral grounds located in DC’s urban core,” she says. “And in these times, it’s more important than ever.” In addition to her volunteer work, she enjoys traveling with her husband and children and reading her book club’s monthly selections.

by Cathie Ericson

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Wendy Strutt, SVP, Head of US Accounts at PGIM Investments

Wendy Strutt“I always assumed success was innate and didn’t realize it can also come from hard work, and everyone can reap the benefits of putting in the work,” says PGIM Investments’ Wendy Strutt.

For example, she was always intimidated by negotiation, assuming it was something one just had a talent for, until she learned anyone could build the skill through obtaining sufficient information and then thinking through the next steps. “Anyone can do those things, especially early in your career where you have time to doggedly go about researching something. It was transformational when I realized there really isn’t a mystique about it.”

An Orientation Toward Success

Hard work never was an issue for Strutt, which has propelled her rapid rise in the world of sales, although she began her career in consulting. After earning her MBA, she worked in a chief of staff role, which she considers her “real MBA,” due to having a seat at the table where decisions were made, then helping them implement and measure their success.

While that was exciting, she soon learned that she wasn’t as enamored with the fact there were 10 decision makers in the room in addition to her when something great was achieved, “I couldn’t determine what part of the win was mine. That’s when my mentor sagely said, ‘Maybe you’re a sales person,’ even though I had always believed I was an analytics person.”

That sent Strutt’s path in a new direction that she embraced, and now she has combined those two disciplines with a role in analytical sales, where she leads a team that sells active management investment solutions to finance companies. She is proud of this opportunity and takes very seriously her fiduciary responsibility to act in the best interest of their clients and help them meet their goals.

Strutt’s successes have included overseeing a team whose sales efforts have led to 11 consecutive years of positive net flows at the No. 1 mutual fund firm (by net flows) year to date. Now the company is actively expanding its solution set to help deepen relationships with larger clients. “They tell us they want to do more business with fewer partners so we are exploring different ways to offer investments to our clients,” she says. In response they have broadened their product range and have launched active ETFs, the first of which was named “ETF of the Year” by Fund Intelligence in 2019, as well as PGIM’s first private real estate product through a large national wealth management firm.

“These different solutions allow us to pour all of our portfolio managers’ insights together, which can help us solve for retirement income in different ways,” she points out.

Building the Next Generation

Viewing her industry from a gender perspective, she finds that the biggest challenge is that there are just not enough women, especially in senior positions. While asset management is not alone in this regard, she believes it’s important for her firm to position themselves to be a leader. To this end, Strutt is part of PGIM’s very active Women’s Advisory Council which supports the success, development and engagement of women across PGIM.

“I notice how my colleagues light up at a women-oriented conference, and I want us to feel that way every day,” Strutt says. “We can feel that support and energy on a regular basis, and I want to leave my industry that way for the next generation.”

She sees that support is crucial to help those entering the industry, and urges her fellow senior colleagues to reach back to those beginning their careers. On that note, she finds that most women don’t realize that a sales career can be fantastic for women. While she admits she herself had to be pushed, she has since found that while there are some tradeoffs in terms of time commitment, it also can be very flexible when needed. It’s also a great role because you have a number attached to your name, which removes the burden of self-promotion. “The metrics speak for themselves, which can make it easier to rise through the ranks of a company by doing a great job.”

In addition to taking roles in women’s organizations across all sectors of capital markets, Strutt is active in her firm’s Women’s Advisory Council, which supports engagement and visibility across the organization. She’s especially proud of a cross-gendered mentorship program that pairs senior leadership to deepen the appreciation of gender-based issues and share solutions—what she describes as “one aha moment at a time.”

The firm also has a “back-to-business” returnship program that helps professionals who have been out of the workforce for any length of time for any reason, such as caring for children or a parent, or serving in the Armed Forces.

With a husband, two boys and a dog, her family keeps her busy and engaged when she’s not working.

“My view on balance is you can’t always stay right in the center of that teeter totter, and accepting that fact alone has helped me lower the stress we sometimes put on ourselves to be great at everything,” Strutt says. “I’ve learned to take care of myself and unplug when I need to. It gets me recharged, and the work is always there waiting for you.”

by Cathie Ericson

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