Verizon Channel Leaders Reveal their Secrets for Success in Today’s IT Market

Verizon’s Janet Schijns, vice president of product and channel marketing, and Wendy Petty, executive director global channel sales, were both named to CRN’s 2015 Women of the Channel and recognized as part of this year’s Power 100. The annual list honors female executives in the Channel whose vision and leadership have made an impact on the technology industry.

I sat down with Janet and Wendy and discussed what it’s like working in the Channel and what advice they have for women kicking off their career. Here’s what they had to say.

Janet Schijns, VP of Product and Channel Marketing, Verizon

Janet: I never saw the Channel as different from other sales methods in getting technology solutions to market. Seeing this opportunity, I pursued and developed a consulting firm for go-to-market strategies in technology. The indirect Channel was the first to sign up for the help when I first branched out into my own firm. In fact, even now we see direct, indirect, digital and solution channels each as viable, meaningful and significant routes to market and as such, my cross-channel experiences have served my career well.

In my current role, I own all channels and segments across our products. What continues to matter most is how you empower customers to work with their channel of choice and then develop go-to-market plans to embrace and extend these channels to the market.

Wendy: One might say that I was born in the technology Channel. My first real job out of college was training and installing hotel computer systems and we partnered with Businessland [once the biggest computer retailer in the nation]. I had the opportunity to help build multiple software companies that always had a channel strategy — partnering was our strategic weapon.

Wendy Petty, Executive Director Global Channel Sales, Verizon

I was once told it is harder to sell in the Channel than it is direct, because you need to have the ability for partners to sell on your behalf. This requires understanding the drivers of partners and their end customers. Early in my career, I learned the value of the Channel and how partnering, if done correctly, is a force multiplier. This was the case with Cheyenne Software. We built a $500 million server-based backup business in the early ‘90s based on 90 percent Channel selling.

What advice would you give women starting off their career in the Channel?

Janet: First, understand that at the rate the world is transforming digitally we will all be touched by technology, as it will be the bedrock of every industry moving forward. So take the opportunity now to work in technology, learn why the ecosystem matters with regard to the customer, and embrace a career somewhere in that journey map. Understand the technology and trends that drive business and then focus on how that demand translates to your customers’ needs. This approach will make your brand and your career and will help you earn a rewarding living along the way.

Wendy: My advice to women starting out is to believe in who you are. Set your goals and go for them. Have an open mind and find a mentor early in your career. I had the opportunity to have a mentor who not only helped me professionally, but also personally.

Like Janet mentioned, it’s important to work in technology. This industry has led me down a path of learning, relationships, challenges, good times and unforgettable experiences. I was able to build my career, work and have a family. I had three boys in five years, and this year they will all be in college. My children look up to me not only as their mom but also as a professional.

Finally, don't look back; only look ahead because that’s where opportunity can be found.

What is the one thing that people do not typically know about you?

Janet: A: I love science fiction and that's how I first fell in love with technology. Find what you love and translate it to your career.

Wendy: I love sports watching and participating. I was the best female athlete in high school and played field hockey in college. I overcame childhood obesity on my own, and today health and fitness is core to who I am. I work out every day. I find going to the gym, running or walking is the best medicine to reduce stress and the best time to think about what is important to me at that moment.

Any final thoughts you’d like to share with our readers?

Janet: I have always guided my career by two simple principles.

First, if it’s to be it’s up to me. If you want a great career it is up to you to make that plan and execute on that plan to win. Second, no one ever said to have a great career you need to be perfect.

Wendy: Take one day at a time, as everyday will be a new adventure.