CRN 2018 Women of the Channel Details

Karla Roarty

Director of Partner Sales, Southeast Region, Intelisys, a ScanSource Company

Location: Petaluma, CA


Number of years in current position: 9

Number of years involved with indirect sales: 22

Twitter Handle: @lovescritters46

Fun Facts:

Sits on a company board
Is a mentor
Is an extrovert
Can ride a horse

Biography and Background:
Karla joined the Intelisys team in January of 2009, and is the company's longest-standing salesperson. She came to Intelisys after more than 10 years as a top performing Channel Manager at Qwest Communications, now CenturyLink Alliance, and holds a bachelor's degree in communications from Bowling Green State University in Ohio. Promoted to Director of Partner Sales, Southeast Region, in 2015, Karla's primary functions in her role involve coaching and training a high performing team of regional channel managers, recruiting new Sales Partners, and enabling existing Sales Partners to grow their base.

How have you personally helped advance your company's channel business over the past year?
As the first regional channel manager hired by Intelisys, a large part of my role is building and developing our team. This year we've grown and worked to expand our brand into Southeast markets. Our recent acquisition by ScanSource has broadened our team's resources and reach. I have forged new partnerships within the ScanSource VAR community by helping them see the advantage of collaborating with a master agent. I have worked hard to illuminate the services we provide and demonstrate their specific value in the VAR space, as well as the value in collaborating and partnering between traditional agents and VARs. Our affiliation with ScanSource will be a significant key to success in the years to come. I also invested energy in growing our existing partner base and led agents to success in new vertical markets.

What are your goals for your company's channel business over the next year?
At Intelisys we've seen great growth . In the coming year, we want to maximize that growth by broadening our partner support. As we become closer with the ScanSource family, our reach increases and new opportunities surface. I intend to focus on new strategies to support both agents and VARs, develop and support our existing team, and uncover untapped markets into which we may expand our partner base.

What honors, awards, or commendations have you won over the past year?
I was honored to receive the Chuck Mache Award at Channel Connect, the first annual award commemorating the life or our corporate coach and valued business partner, Chuck Mache. The award recognizes an individual who "embraces the hard work of getting better." Chuck passed away in April 2017 after a sudden and brief battle with cancer. Before he passed, I wrote him a letter from the heart which expressed the incredible influence he'd had on my life and my career. During the ceremony, my letter was read aloud to the crowd in honor of his memory and our friendship.

Outside of your family, please name a woman you admire and why:
I admire the Rosie the Riveter because she is a symbol of what all women are capable of accomplishing. I'm a single mom with two boys and an ex-husband on the opposite coast, so I see independence and tenacity as very valuable qualities. In the spirit of Rosie, I keep a sign which says, "She believed she could, so she did" in my office.

What advice would you give your 16-year-old self?
Don't sweat the small stuff. Through the lens of time, we realize most of the things we fixate on and obsess over in our youth aren't worth the energy. The things that really matter - like pivotal moments in our careers, precious memories with family, or moments of self-growth - outshine all of that in the end.

If you could master any new job-related skill, what would it be and why?
I would like to become a subject-matter expert on IoT, because it interests me and would benefit our Sales Partners. It's still emerging and developing, but I think IoT is a really fascinating technology and there's an opportunity behind it.

What's the best book you read this past year and why did you like it?
I love the author John Grisham. He is detail-oriented and always puts a great twist in the plot to surprise and delight the reader. I'm currently reading Sycamore Row, the sequel to A Time to Kill. Grisham returns to many themes of the previous book, including the racial tension of Mississippi in the 80s. It's filled with suspense, darkness, legal battles and mystery.

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