CRN 2018 Women of the Channel Details

Melissa Caress

Channel Manager, Ivanti

Location: South Jordan, UT


Number of years in current position: 4

Number of years involved with indirect sales: 19

Fun Facts:

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

Biography and Background:
I was raised in Southern California and I love the 90s! I grew up in a diverse city and my father was working at Toshiba and Samsung so technology was very native to my whole growing up experience. I graduated from college at Boise State in Communications and began working at Novell in 1999. The tech industry has been a very empowering place for me to spend my career. I started out in Sales Operations and have worked on both the channel marketing and (currently) channel sales. I spent 8 of those years at Symantec and the last 4 at Ivanti (formerly Landesk).

How have you personally helped advance your company's channel business over the past year?
In the past year Ivanti went through some major change initiatives - a new name, I came from the Landesk side of the house, a new owner - Clearlake Capital, and the merging of four unique sales teams, due to mergers and acquisitions. During this time I had the opportunity to be on our product line business planning committee for our Service Management product and represent the needs, requests and input from our partners as we combined the technology from multiple sources.

What are your goals for your company's channel business over the next year?
My goals for my company's channel business this year are 1 -to exceed quota 2- for Ivanti to be recognized at Insight, the partner I manage, at their annual partner conference and 3- for the territory managers at my company to see the value of selling with partners - looking for 100% of our business to go through the channel and truly have no deals go direct.

What honors, awards, or commendations have you won over the past year?
The reseller I manage at Ivanti is Insight and they won our National Partner of the year in 2017. We grew 68% year over year in new/volume business.

Outside of your family, please name a woman you admire and why:
Mother Teresa - as you study her life you find she became a world changer by serving those directly in front of her, not by focusing on those she could not see. She made each person she came into contact with feel important and valuable; as if they were the only person she was sent to serve.

What advice would you give your 16-year-old self?
You will make a lot of mistakes. Don't dwell on them. Learn from them. Most are not permanent and they will lead you to greater things.

If you could master any new job-related skill, what would it be and why?
We have a new initiative at Ivanti to whiteboard our vision of Unified IT. While there are key points we must include in the message, the more unique and personal way the story is told, the better it resonates when it comes to the sales reps and leaders at the partners I am working with. The challenge to me is akin to being funny in another language - you must know the content so well that it can be a personal, relatable and interactive.

What's the best book you read this past year and why did you like it?
Solve for Happy by Mo Gawdat is by far the best book I read this year. This book has changed my perception of thoughts I have, what to do with them, and how important expectations are. A few key takeaways for me - Every time you examine your thoughts you'll notice that whatever you're upset about is rooted in a past you cannot change or a future that may turn out to be completely different from what you expect. You may as well let the past or the future go and do your best at whatever you're doing now.

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