Bull`s Eye Awards: Channel Account Manager of the Year

  • By

    Lawrence Walsh

    | Posted 2009-12-17




Alice Hongthong, Symantec
Navigating a channel program and product portfolio as large as Symantec’s is a daunting task for any solution provider. It takes the guidance of a strong channel account manager to lead partners through the labyrinth of the partner portal, internal management structure and complex contractual issues. At Symantec, partners have Alice Hongthong for that.

As a longtime channel account manager at Symantec, Hongthong is adept at troubleshooting problems and conflicts on partners' behalf. Her accounts praise her abilities and work as an advocate on their behalf. And they look to her for expertise and guidance on how to adapt and assimilate new products, programs and opportunities. That alone is worth her effort, given the number and size of the acquisitions that frequently expand Symantec’s domain.

As one Symantec partner wrote of Hongthong: "She has consistently been a champion of the in-direct sales model and fought many battles on behalf of her partners. She has demonstrated a unique ability to sell the value of her managed partners inside her company almost as well as we can. I firmly believe the great relationship we have with Symantec, which includes our being a platinum partner, would not be the same if it weren't for Alice. She is the key to our relationship and is a true 'channel champion.’"

Being known as a "channel champion" in the eyes of partners is something that all channel account managers should aspire to. For her championing the causes of her partners, Hongthong has earned the Channel Insider Contender Bull’s Eye Award for Channel Account Manager of the Year.

Lawrence Walsh Lawrence Walsh is editor of Baseline magazine, overseeing print and online editorial content and the strategic direction of the publication. He is also a regular columnist for Ziff Davis Enterprise's Channel Insider. Mr. Walsh is well versed in IT technology and issues, and he is an expert in IT security technologies and policies, managed services, business intelligence software and IT reseller channels. An award-winning journalist, Mr. Walsh has served as editor of CMP Technology's VARBusiness and GovernmentVAR magazines, and TechTarget's Information Security magazine. He has written hundreds of articles, analyses and commentaries on the development of reseller businesses, the IT marketplace and managed services, as well as information security policy, strategy and technology. Prior to his magazine career, Mr. Walsh was a newspaper editor and reporter, having held editorial positions at the Boston Globe, MetroWest Daily News, Brockton Enterprise and Community Newspaper Company.

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