Top 15 Channel Managers of 2011: Goals and Challenges

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Continued from page 14

Donna Turner
AboveNet
Title: Sales Manager
Years in position: 2
Years in channel: 13
Annual revenue responsibility: $5 million
Previous Top 15 Channel Manager win: 2010

Main channel goal: To help my partners be the most successful they can be. My goal is to be as responsive as possible and to find creative ways to add more value than my competitors. I want my partners to think of me as an extension of their sales force, and know that I work for them and will do what it takes to close business.

Biggest channel challenge: My biggest challenge in the channel is balancing the workload and prioritizing my partners’ needs. I want to respond to each as fast as possible but the high demand can be overwhelming at times, requiring a slower response. I don’t like to be the bottleneck in the sales process so I challenge myself every day to be as responsive as possible.

Top channel manager traits: I am known as someone who can make it happen. I listen to the requirements and fight to get my partners what they need. Whether the sale requires a fast install or aggressive price points, I am always willing to rise to the challenge and make the deal happen for my partners. A top channel manager never stops fighting for the partner and won’t take no for an answer.

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