CRN 2017 Women of the Channel Details

One of our "Power 100 Vendors"

Larissa Crandall

Director of Channel Sales - North America, Kaspersky Lab

Location: Woburn, MA


Number of years in current position: 1

Number of years involved with indirect sales: 24

Twitter Handle: @N/A

Fun Facts:

Enjoys public speaking
Has worked for a solution provider organization
Has a mentor
Is a mentor
Loves Spotify
Has a personal mantra
Had a lemonade stand
Always wanted to be an Olympian

Biography and Background:
Larissa Crandall has been a successful channel sales executive for over 20 years in the high tech industry. As the Director of Channel Sales at Kaspersky Lab North America, Larissa is a top-performing professional with proven career success in building and directing high-performance teams to exceed established goals on a consistent basis. Larissa's responsibilities include channel and partner development, consultative sales, new account development, contract negotiations, client service and satisfaction, sales management, sales strategy, business development and more. Larissa started her career at Connection, a national solution provider, holding various positions over the course of 14 years and working her way up from one of the first corporate outbound sales representatives to an executive management position. She then moved on to be Director and VP of Sales at smaller technology companies, successfully growing their customer and partner communities. Larissa strategically moved into executive management on the channel side of the business, where she provided a unique perspective with her sales background.

How have you personally helped advance your company's channel business over the past year?
Kaspersky Lab continues to be a 100% channel business company. Over the past year I have been aggressively focused on aligning our sales team with the respective partners in their territories to ensure they are assisted with training and technical certifications needed to grow their security business. I created successful programs with our partners tailored around their business goals and strategy to help accelerate their overall security segment. This year, we are doubling the support available to our partners in the field by increasing regional resources to train and enable our partner community. I will continue to work closely with our sales team to implement helpful programs - such as our new regional partner summit events - to deliver the best possible support to partners. I find that trying to see through the eyes of the partner is key to a successful interlock.

What are your goals for your company's channel business over the next year?
Kaspersky Lab will continue to focus on supporting our partners at a regional level. This will provide more attention, training and support for these partners. We will focus on aligning with complimentary vendors to help our partners sell the complete security solution. This year we will continue to train our partners on our product offerings and differentiators in the mid-market and enterprise marketplace.

Outside of your family, please name a woman you admire and why:
I admire Sheryl Sandberg for being a powerful, talented woman executive. She's passionate about women excelling and making an impact. She talks about the struggle of balancing your professional/personal life, and how women underestimate their own abilities. Her message is to "sit at the table/lean in," own your success, don't leave before your leave, and have a voice. She talks about teaching her daughter to be proud of her own achievements. My daughter is now in college studying business and marketing and I've encouraged her to be strong, passionate and driven, and that 'leaning in' will give her unlimited opportunity.

What advice would you give to young women who want to begin careers in technology?
Be comfortable feeling uncomfortable. Technology is part of our lives and being part of the evolution is rewarding. I think women don't choose technology careers because they don't think it's interesting or won't excel at it. Early in my career, I had a job that included visiting data centers, completing power audits, and presenting a solution. Showing customers savings and efficiency was empowering. Technology is exciting, and making contributions that impact your company and future provide unlimited professional/personal growth. Making yourself visible and holding yourself accountable to learn will help your growth in ways you may have not thought possible.

If you could be any movie character for one day in real life, who would you be and why?
Erin Brockovich is a movie that shows perseverance and pursuing a cause. Erin, played by Julia Roberts, is tenacious, holds her head high despite adversity and takes on a California power company on her own. Erin's work to help the health and welfare of her community is courageous and admirable. I enjoy hard work, leading people and working towards a positive end result as she did - that's exciting!

If you could travel to a city you've never been to before, all expenses paid, where would you go and why?
My daughter attended a mission trip to the Dominican a couple of years ago. Due to work commitments I was unable to attend with her and have regretted it ever since. I'm looking at going with my son in the next two years to give back to those in need and see the world through a different lens. I've been fortunate to travel to many places, but I believe this would be more fulfilling and authentic.

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