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

  • By

    Lawrence Walsh

    | Posted 2009-12-17



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.

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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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