CRN 2018 Women of the Channel Details

Cybil Nielsen

Senior Director of Finance & Commissions, Intelisys, a ScanSource Company

Location: Petaluma, CA


Number of years in current position: 2

Number of years involved with indirect sales: 2

Fun Facts:

Sits on a company board
Is a mentor
Has climbed a mountain
Can ride a horse
Has studied abroad
Has always wanted to be a teacher

Biography and Background:
Cybil joined the Intelisys team in November 2015 as Director of Commissions and was promoted in late 2017 to Senior Director of Finance and Commissions. She brings over 25 years of experience in accounting, serving small and mid-sized companies in a variety of industries, both domestic and international. Cybil founded an accounting consulting firm, which specialized in serving small to mid-size businesses, and served as its president for 20 years. Services provided included financial consulting, budgeting and forecasting, bookkeeping, payroll and human resources. Prior to joining Intelisys, she spent five years at a fast growing, cutting-edge software company, headquartered in Denmark, as the VP of Administration. Cybil has led numerous improvements to programs, processes and systems that have allowed Intelisys to increase the support and services offered to its partner network.

How have you personally helped advance your company's channel business over the past year?
In 2017 I focused on building out our team and implementing proactive processes to increase efficiency. We evolved from a commissions team to a partner solutions team. In the past we've been highly effective using reactive tactics to handle commissions; with these new proactive strategies we will make huge gains for our Sales Partners by spending more time coaching them directly. We now invest more hours on the phone with our partners and look for common escalation triggers before they arise. Our partners now feel more confident and supported. Another initiative of mine was to grow leadership qualities among colleagues in our department. I acted as a leadership mentor by identifying, developing, and measuring leadership across the commissions team to create a more powerful organization.

What are your goals for your company's channel business over the next year?
At Intelisys, our core goal never changes: we strive to help our Sales Partners grow their recurring revenue business. In 2018, I will carry over my goals from the previous year, including my mentorship of colleagues and proactive process implementation. I will build on our achievements by increasing our proactive support for Sales Partners - through more phone calls and targeted consultancy - and give them back more time to sell.

What honors, awards, or commendations have you won over the past year?

Outside of your family, please name a woman you admire and why:
I admire Angela Merkel. I am originally from Germany, and historically it's been a very conservative country. It's profoundly inspiring to see a woman leading with balance, professionalism and strength. I look to her example and incorporate lessons from her into my own life.

What advice would you give your 16-year-old self?
At 16, I was a bit of a renegade and wish that I could have found more balance. I would tell myself to focus on the opportunities at hand and build the habit of good follow-through. I think this is a challenge for many adventurous young people because they fear that seizing one opportunity may cut them off from others. Learning to take opportunities as they come and practicing the skill of commitment would have helped me greatly.

If you could master any new job-related skill, what would it be and why?
I would like to master public speaking. I regularly speak to smaller groups, but I'd like to feel confident in front of large crowds and learn to really carry a room. I'm good at communicating content and getting my message across, but I'd like to do it with style and be more engaging. I think this would be a really powerful skill.

What's the best book you read this past year and why did you like it?
This year I read The Leadership Pipeline: How to Build the Leadership Powered Company, which became the basis for our department's leadership mentoring strategy. The book opened my eyes to the importance of nurturing leadership qualities in an organization, from middle management through the executive level. It's a handbook for building an organization from within. Now managers on my team read it and even use it as a training tool.

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