What made me a valid candidate was...

Prologue:?It's Wednesday, the day I usually sit down and reflect on the past, present, and future with one of the alumni of?The Underground Agency?at?NKU Haile College of Business. Today, it is all about Brittany Leonard , Regional Sales Executive at STEP CG ,?who left us back in 2018. How do you get from an uncertain college graduate to a married and happy relationship-builder in IT industry? Well, just relax and enjoy reading our 46th interview.

David: How are?you, Brittany?

Brittany: I am so great! Year 2022 was one of my favorites, YET.??I received a promotion at my job, I got engaged, I then got married and we had an amazing honeymoon.??I spent a lot of time with friends and family while focusing on myself and the goals my husband and I want to achieve together.??I accomplished a lot more than I thought I would in my new role at work and I am excited to see what is to come.??I am extremely excited for what 2023 will bring in my personal and professional life.???

David: And I thought my 2022 was great year because I achieved a lot. Listening to you, I can only say it was a good year because I am already married, never had a honeymoon, and got no promotion. On the bright side, I feel that my wife and I are on a honeymoon everyday, have two great kids, and still love my job. Speaking of the job, how is your job?

Brittany: My job is awesome!??I am a Regional Sales Executive for an IT Networking firm called STEP CG.??We are a value-added technology reseller where our culture shines through and through.?I cover the state of Ohio, so I work from my home in Northern Kentucky unless I have onsite meetings with customers or partners. Our HQ is located about 10 mins from my house, so I go in occasionally to enjoy the view from our Covington, KY office. (We can see both the Bengals Stadium and the Cincinnati Reds). I spend my days working with current and potential customers to deliver a solution that makes their network infrastructure “work”.??My role is a full sales cycle position, meaning I reach out via emails/cold calls, have meetings, get in touch with the decision makers, and, to put it short – find a solution for them.??I think where you work and who you work with matters almost more than the job itself, and I mean it when I say that I love where I work.???

David: You are so right, Brittany, about how important those you work with are. For you, it might be about your colleagues and customers with IT problems. For me, it is about my colleagues and students with confidence problems. Which brings me to the other thing I love about your response. You do not see yourself as a sales person. Instead, you see yourself as a problem solver. Eileen Weisenbach Keller and José Saavedra Torres, PhD will love your response. So, how did you get to your job at STEP CG? When I was working with you on our client projects in financial and fast casual restaurant industries at The Underground Agency , I would never guess you would become part of IT industry. And I think Nicole Zumdick and Kasey Jacobs would agree with me.

Brittany: I got this job in the middle of 2020…rough time to be looking for a job.??I had been scrolling through LinkedIn looking for somewhere to work, but had had no luck in the space I was interested in.??I remembered one of my mom’s friends had mentioned he had a friend who was hiring for a new position at STEP CG, but at the time, I kind of brushed it off because I had never worked in the IT space.??He insisted I reach out and I did just that, I needed a job.??Looking back that was the best decision I could have ever made.??The interview process might have been what sealed the deal for me.??We went through your typical interview: “Tell me about a time where you…. What is your experience with….” etc, you know the drill.??When the typical questions were through, my hiring manager asked me about myself and told me about the culture of STEP CG. It felt very casual and promising.?I think what made me a valid candidate, outside of my sales experience, was my openness and willingness to learn and grow in a space I was not accustomed to.??

David: OK, you just reminded me of my LinkedIn recommendation I wrote for you in December 2018 which reads:

"Caring hard worker always ready to say yes to any challenge that leads to a discovery of her true potential and meaningful growth! Loved having Brittany in multiple classes and client projects, knowing she would do the best she could, no matter how "scared" she was to do it.?"

David: I dare to say that you are living to those words. You are staying open and willing to learn and grow in unfamiliar spaces. You have no idea how proud I am of you. But you are what you are because of the people you love as well as the experiences you had had throughout your life. What is the experience that had the greatest impact on your personal and career development?

Brittany: STEP CG has always encouraged growth and learning.??I started at STEP CG in a role called “Sales Support” which allowed me to learn the ins and outs of the industry and who to talk to and where to go for each situation.??In this role, I supported four outside sales representatives.??This was where I felt like a sponge and absorbed all the information I could.?I learned from representatives that have been in the IT industry for much longer and were ever so willing to act as mentors and teachers to assist me in my own journey.??Working for and at a company that invests in employees who treat work as a team effort really makes a difference.

Also, I think having support is extremely important, both personally and professionally.??My husband is always in my corner to help with personal endeavors, while my coworkers show their support and guidance with all things professional.??You need people rooting for you and I have that at home, and in the office.??I am not sure if I am answering this question correctly but my advice with any role, is to take the leap and do what makes you uncomfortable.??The IT industry is forever changing and innovating and it’s exciting to be a part of it.??

David: This is what I love about these interviews. Each of you approaches these questions differently and I love how you returned to your earlier point about people...and having a great support network. Without people who love us the way we are, we would not have the courage to do the things we do. So, I am beyond happy to see that you know that and are taking care of all those who are in your corner and rooting for you. Anyway, it is clear that STEP CG had the greatest impact on your career. Are there any other experiences that you believe helped you get where you are today?

Brittany: While there are a few experiences that I feel got me where I am today, I can say whole heartedly that my time in your classes at NKU, is definitely one of them.?I mentioned stepping out of your comfort zone and the importance of challenging yourself… both of those are things your classes did for me.?You brought new experiences into the classroom that honestly could benefit anyone going after any industry or career.?Your classes taught more than just marketing. They taught teamwork alongside independence.?They taught confidence.?They taught the importance of digging in and working hard towards an end goal and the importance of reaching a client’s needs.?The needs assessments I learned in your classes, taught me the fundamentals of pleasing a client, whether that is a marketing client, or a white space customer that I am going after in the sales world.?All clients want to be understood and assisted, and I think any employer in any industry, will be pleased if their employees are able to execute that.?

David: You are very kind to say that, Brittany! It means a lot to me as a handful of my students strive to pursue sales careers and yet are not sure how client project translate to those careers. Thank you! And speaking of careers, the reason why I am curious about the experiences that helped you grow and learn is that they often help us understand who we are in terms of what we are good at and actually enjoy doing. We call that "the element" (in honor of Sir Ken Robinson) and truly believe it is a necessary ingredient for identifying fulfilling career paths. What do you think is your element, the thing that helped you find your fulfilling career?

Brittany: My element… I feel as though I am good at building relationships.??I love to talk, connect, catch up, and build with people. I think that is how I found myself in sales.?Sometimes when you think of a sales rep, you think of someone calling you, emailing you, asking for things, etc. Some people have bad experiences with sales reps because some come off as “too pushy”.??While some of that is sales, that’s only part of it.??You must be able to listen to your prospects and build trust between the two of you, and that is the part that I feel I am good at.?I love finding solutions for my customers. Making their work lives better.

David: The reason why I am curious about people's element is that it allows us to better understand how to live a more fulfilling and meaningful life. Life built around things we are good at and actually enjoy (and fulfill us). Clearly, your passion for building relationships sets you up for a happy future (just listen to Robert Waldinger's TED Talk on what makes a good life). Talking of future, what do you see in your future?

Brittany: What do I see in my future???I see success and happiness with my husband, friends, and family.??As I have gotten older, I have realized the importance of happiness and choosing the right people to go through life with.??Choosing happiness is the most important thing and finding a job that allows for a work-life balance can make your life easier, more relaxed, and fun.??I hope wherever I am, I am putting those who matter first, and am?still?working at a company that sees me as more than just “employee number 96”.??I see myself happy, successful, and just as eager to grow and learn as I am right now.?For me, happiness is working somewhere I feel appreciated, understood, a part of a team, and valued, while maintaining balance with my personal life. Happiness for me is doing something you enjoy, while making a living to support your personal life, whatever that may be.??If I have conquered that, then I would consider myself successful.??

David: That is a beautiful future, Brittany! And I think you have everything you need to make it happen for yourself and those around you. Which brings me to my last question. There is a lot we can learn from the wonderful people like you. Any advice for our soon-to-be-graduates?

Brittany: Piece of advice – find a company that INSPIRES YOU!??When you work with people who are challenging, innovative, intelligent, and eager to grow, you will do/be the same.??Find a company you relate to or share ideas with – culture is everything. When you are interviewing fresh out of college, ask the hiring manager what the culture is like at XYZ.??You’ll be surprised to hear that a lot of companies don’t focus on culture, when that is what keeps employees happy and lowers that turnover number.??

"Culture eats strategy for breakfast.” (Peter Drucker)

Find a company that LISTENS to its employees and where you don’t feel scared or worried to speak up about things/ideas.??Push yourself and get out of your comfort zone!??If you would have told me 5 years ago that I would be a regional sales executive for an IT networking firm, I would have laughed in your face. I knew NOTHING about technology – but I was interested and eager to learn, so here I am.??

Lastly, don’t sacrifice your mental health for work – find a balance that fits your schedule and try to keep that going.??With all that said, don’t settle.??Know your worth, but keep working hard.?

David: Great advice! Love every bit of it, even though it is not easy to find the culture that fits you, makes you feel seen and heard, and values your health and well-being over profits. But as you say, if you work hard, you will find it. So, thank you, Brittany, for a great chat.

Epilogue: The time I spent with Brittany to craft this interview can be described in one word: Friendship. By spending a few minutes with Brittany, she reminded me of the friendships she has formed in our classrooms such as those with Nicole Zumdick and Kasey Jacobs . Friendships she continues investing into and taking care of. Friendships that helped her discover she simply loves building relationships and helping others. A discovery she would not make without her openness to learn and grow. Without her courage to step into the unknown and give it a try.

For all those who made it this far, if STEP CG looks interesting to you, check their open positions on LinkedIn. And if you have more questions about life there, you know whom to connect with.