CRN 2018 Women of the Channel Details

Charlene Fischer

Vice President, US Channel Sales, Xerox

Location: Dallas, TX


Number of years in current position: 1

Number of years involved with indirect sales: 17

Fun Facts:

Has a mentor
Is a mentor
Is an extrovert
Can ride a horse
Has always wanted to be a teacher

Biography and Background:
I started at Xerox in 1984 directly out of college in what was supposed to be a two day temporary job while I was waiting for a full time elementary school teaching position. Since then, I have held numerous sales and sales management positions. In 2000 I started my first assignment in our Channels division and feel that was when I found my calling. Since then, I have spent my career helping Xerox partners grow their business from both a technology and services standpoint. I have also had the opportunity to mentor and help many women who have joined Xerox to have rewarding careers. I am currently the Sales Vice President for the national Mid-Markets channels organization.

How have you personally helped advance your company's channel business over the past year?
Since 2000 I have interacted with Xerox small business partners by helping them to determine the best growth strategies for their business and how Xerox can help them in achieving their goals. I have the opportunity to help shape both the partner's strategy and Xerox's programs and services to ensure their opportunities for growth.

What are your goals for your company's channel business over the next year?
I am responsible for building a nationwide sales organization focused solely on the IT VAR partner segment. My goals for 2018 are to provide our solution providers with a world class channel partner experience that results in significant partner growth through new sources of revenue provided by services and higher margin products

Outside of your family, please name a woman you admire and why:
Eleanor Roosevelt. She was a trail blazer for women of future generations. In a time when women's place was still seen as in the home she was a strong advocate for herself and women to come. She played a strong role in shaping policy as a first lady and then went on to have her own career as the first US delegate to the United Nations.

What advice would you give your 16-year-old self?
Take life a little less seriously. Its okay to make mistakes as none of them will earth shattering and all of them will give you an opportunity to learn and grow.

If you could master any new job-related skill, what would it be and why?
In my position I represent Xerox in a lot of capacities and the most difficult for me is speaking to a large audience without becoming extremely nervous. Every time I have to present in this capacity I spend a great deal of time rehearsing the same message. To gain the confidence in this area would feel very liberating and would free up a significant amount of energy to apply to other things.

What's the best book you read this past year and why did you like it?
Radical Candor by Kim Scott. Kim shares her real life experience learning the effective way to give critical feedback in a way that allows you to be very direct without alienating others. As a leader, the most important element is showing people that you care about them before you have to address a challenging situation. If people understand that you care of about them then they will be more receptive of feedback both positive and negative.

Unedited Content Provided By Participants