CRN 2018 Women of the Channel Details

Mary Kiani

Channel Marketing Manager, Ivanti

Location: South Jordan, UT


Number of years in current position: 2.5

Number of years involved with indirect sales: 6

Fun Facts:

Has a female boss (or is top executive at company)
Has an advanced degree (a degree higher than a bachelor's degree)
Has worked for a solution provider organization
Has a mentor

Biography and Background:
I have worked in the IT sector for just around six years. I started working for a small start-up that was eventually acquired by IBM. Through that acquisition process, I learned about so many different parts of the business that I actually saw the traditionally challenging "transfer of business" period as one of the highlights of my marketing career. I have since worked in various roles supporting channel/sales operations, enablement, and marketing. I am drawn to the channel by the inherent importance of the partner relationship as part of the business model. My goal is to continue building the channel business at our organization and nurturing the partnerships that enable our joint success.

How have you personally helped advance your company's channel business over the past year?
As part of the channel marketing team at Ivanti, I have worked very closely with our channel account managers, our channel leadership team, and of course with our channel partners. I have often been an observant listener, learning about the partner business including their goals, successes, and challenges. By doing this, I have been able to work with partners to customize marketing plans that matched their business strengths and aligned with the partnership goals. I have also learned to have fun in the process and by doing so have tried to help build dynamic plans that teams are excited to put in place.

What are your goals for your company's channel business over the next year?
At Ivanti, we have had many acquisitions over the last several years, and there has been a lot of change and transition in our organization. My goal for our channel business is to nurture partnerships that are steadfast and unwavering in the trust, support, and drive towards success for all. By focusing on strong relationships, I hope to help our channel be a strong anchor for our business as we navigate through transitions together.

What honors, awards, or commendations have you won over the past year?
I recently received an email from a partner that encapsulates everything I strive for in the channel. The simple note has meant more to me than almost any other praise or accomplishment thus far. It spoke of the trust that had been built between our organizations and the optimism felt about the future of our partnership. "You have the full confidence and efforts from myself and the rest of my team." On days when my queue seems unmanageable, I reread this note as a reminder of what is truly important and why I love working in the channel.

Outside of your family, please name a woman you admire and why:
There are so many women I admire! Michele Stephano is someone I worked with who is the epitome of poise, professionalism, and polish. I admire how she has such a strong knowledge of channel marketing and that she can interface with different partner personalities equally well. Mostly, I think she leaves people she works with feeling genuinely positive about their interaction with her, even if it was a tough conversation. The ability to so gracefully navigate challenges while maintaining high standards is only one of the many traits I admire in her.

What advice would you give your 16-year-old self?
Relax. Have fun.

If you could master any new job-related skill, what would it be and why?
Conflict resolution. There will always be conflict and change, especially in large IT organizations. What I would like to learn to do better is manage those changes and help others manage those changes with less stress. I admire people who can gracefully navigate difficult situations without internalizing or personalizing the conflict. I remember a colleague who once shared the simple insight that the demands our team was facing was not impacting our health, families, or livelihood. She used some more eloquent wording but the impact was definite and immediate.

What's the best book you read this past year and why did you like it?
One of my favorite books of all time is The Little Prince by Antoine de-Saint Exupery. I read this book at least every year, and it never fails to move me. The message is eloquently told yet rather simple - it is based on the importance of nurturing relationships and the bonds and responsibilities that evolve from those processes. I could try to describe how meaningful this book is to me, but my words are not a match for the fable of The Little Prince - I would recommend this book to anyone I meet.

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