CRN 2018 Women of the Channel Details

Candace Mehalko

Global Director, Software Solutions Programs and Strategy, Pitney Bowes

Location: Stamford, CT


Number of years in current position: 1

Number of years involved with indirect sales: 23

Twitter Handle: @Candace82515558

Fun Facts:

Has a mentor
Is a mentor
Loves Instagram
Has always wanted to be a teacher

Biography and Background:
Candace is Global Director, Software Solutions Programs and Strategy at Pitney Bowes. She has spent 23 years in technology channel sales with both distribution and now with an OEM. During her career, she has held a variety of positions including Director of Operations, Director of Sales for an Annuity lines of business (software and maintenance) and Director and General Manager for an infrastructure technology line of business. Her overall responsibilities have included the management of field sales, inside sales, technical, marketing, supplier and overall customer satisfaction. Additionally Candace has experience in onboarding, integrating and developing a sales practice around newly signed supplier relationships while maintaining full P & L responsibility. Candace began her career at Pitney Bowes mid-2017 to help the Software Solutions business build a mature Partner Channel. She has been tasked with leveraging her extensive channel experience to develop programs, processes and growth strategies. Candace has a bachelor's degree in Business Management with a minor in Finance from Myers University.

How have you personally helped advance your company's channel business over the past year?
My efforts since coming on board have been solely focused on migrating the focus of our direct sales, product management and back-office support organizations to embrace and drive growth within the Partner Channel. With a business that has a very strong legacy direct sales practice, I have worked to socialize the incremental value and benefits that our Partner organization brings to our business both internally and externally. In support of this initiative, I have developed programs and processes that motivate and make it easier for the partners to do business with Pitney Bowes Software. These changes have included streamlining and automating current existing processes, developing channel specific designations within our tools to easily report out on our channel business, and constructing metrics and measurements keep track of our Partners' activities and growth. Additionally, I have developed more of a channel structure implementing a formal Global Channel Deal Registration program to help protect our Partners' activities within opportunities as well as establishing consistent pricing and quoting practices.

What are your goals for your company's channel business over the next year?
My goals over the next year are to continue to increase partner participation in our software business, enable our partners to become increasingly more self-sufficient generating incremental revenue and net new logos to Pitney Bowes and establish additional partner relationships that will drive strategic areas of growth for our organization. In support of these goals I will lead the charge to design partner-enabled self-service tools and programs that make it easier for our partners to do business with us.

Outside of your family, please name a woman you admire and why:
Outside of the women in my family, I most admire Lila Snyder who is EVP and President of our Commerce Services business here at Pitney Bowes. She has such a tremendous presence and overall passion for driving to be the "best of the best" globally within ecommerce. Whether she is speaking in front of a group of thousands or just one-on-one, she generates a high level of confidence and trust in her strategy, while still coming across as very warm and genuine.

What advice would you give your 16-year-old self?
I've thought about this often as I have a 16-year old daughter. If I were to go back in time, I wish I would've know that what was so important at the time, the things that I'd dwell on for days, are truly unimportantthe drama, the friends, the various social crises. What IS important is knowledge and education and developing confidence in yourself. To not let anyone ever convince you that you at are not skilled enough or smart enough to be successful. Have faith in yourself.

If you could master any new job-related skill, what would it be and why?
I would learn additional languages. Particularly French and German. Within my current global role, I have often found that, while most that I work with will speak English, there are many nuances that get "lost in translation". This would be very helpful as I develop program documents that get socialized globally.

What's the best book you read this past year and why did you like it?
I enjoyed "In the Company of Women: Inspiration and Advice from over 100 Makers, Artists, and Entrepreneurs" by Grace Bonney. The book shares the stories of over 100 highly successful women. Their climb up and their lessons learned along the way. It's an easy read, and from each story, an understanding of how differently they all define success.

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