Channel Partners Announces, Profiles 2012 Top 15 Channel Managers

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What key initiatives did you spearhead this year that culminated in improvements for your channel partners? Quarterly on-site visits with all my dealers; monthly sales calls; helped interview and hire new sales reps. What are some main goals for your channel program? Be available, night or day for my dealers; to equip my dealers with all the tools necessary to be successful; to teach them that our chosen field of work/career should and can be fun.

What's your prediction for the channel, overall, for 2012-2013? Tremendous growth and success.

AMIR HOJJATNIA (four-time winner)
Regional Agent Manager
TelePacific Communications
Years in current position: 12
Years in current position: 12
Years with current company: 8
Years in the indirect channel: 10
Annual revenue responsibility: $1.755 million

What makes you stand out as a top channel manager and leader? I am honest and accessible. If a customer is asking for something that is unrealistic, I am going to tell them we can’t do it. Over the years that may have cost me some deals but I know in the long run, my integrity with my agents is the most important.

What key initiatives did you spearhead this year that culminated in improvements for your channel partners? We recently expanded our offerings and are now providing data center services, a new footprint in Texas and more. I am constantly communicating with my channel partners to make sure they think of TelePacific where opportunities arise in these areas.

What are some main goals for your channel program? I want more business from my existing channel partners by them selling new TelePacific services. I want my agents to move up-market now that we have become a known supplier in the marketplace. I want to go out and find new channel partners to help grow their business as well as mine.

What's your prediction for the channel, overall, for 2012-2013? The channel is only getting stronger. Customers are more comfortable now than ever before buying from the indirect channel. The suppliers seem to be putting more and more resources in this area because of the growing success of the partner community. Most channel partners of mine are very technical so suppliers focused on cutting-edge services like data center/cloud, hosted voice, etc., are going to focus their time and effort on these individuals/agencies.

JUSTIN MARANO (three-time winner)
Senior Manager, Strategic Partner Development
Intelisys
Years in current position: 1
Years with current company: 1
Years in the indirect channel: 10
Annual revenue responsibility: $30 million

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