Bull`s Eye Awards: Channel Account Manager of the Year - Champion
(
Page 4 of 4 )
Melinda Long, NetApp
The level and scale of government solution provider DLT Solutions' relationship
with storage vendor NetApp is a direct reflection of Melinda Long’s work as a
channel account manager. Her experience in developing NetApp as the sole
provider of storage services for government contracts and a Star Partner is the
culmination of Long’s comprehensive and hands-on approach to working with
beltway partners.
Long’s title is “channel development manager for the public sector.” But
reading the nomination submitted by DLT Solutions for this award, you would
think Long is a member of the DLT team. DLT notes the extensive time and effort
Long puts into NetApp’s relationship with the solution provider by conducting
planning sessions and regular business reviews, working with internal teams on
obtaining engineer certification, and fostering investments to ensure DLT has
the resources and support to service its clients.
If that weren’t enough, DLT credits Long with uncovering and nurturing new
storage implementation opportunities. She is constantly collaborating with DLT
sales teams and managers, making introductions to purchasing managers and
influencers, and facilitating the crafting of deals that benefit DLT, NetApp
and, ultimately, the customer.
DLT heaps tremendous praise and gratitude on Long for her ability to keep
DLT teams and management informed of NetApp programs and operational changes,
and her ability to troubleshoot even the most complex relationship and
technical problems.
In DLT’s own words: “Long’s dedication to vendor-partner relationships and
collaboration reinforces her commitment to DLT. It is evident that she
believes partner relationships are crucial to creating revenue and uncovering
sales opportunities. Whether its formal meetings or informal happy hours, she
facilitates sales representatives meeting to share information, do account
planning, and getting to know each other better. Long is ever-present at
DLT. She is in the office talking to sales representatives and management
on a consistent basis. The DLT sales team feels confident in working with
her to solve any issue that may arise.”
That level of dedication is the epitome of what is a channel account
manager. Long’s professionalism and dedication have built more than just success
with a key partner, but tremendous loyalty. DLT attributes its profitability
and success directly to Long’s efforts. That is a tremendous testimonial, and
it’s the reason Long is the recipient of the Channel Insider Champion Bull’s
Eye Award for Channel Account Manager of the Year.
>> Return to Bull's Eye Winners Page
