ERIC SOLOMON (four-time winner)
Senior Channel Manager
Years in current position: 6
Years with current company: 6
Years in the indirect channel: 9
Annual revenue responsibility: $1.2 million
What makes you stand out as a top channel manager and leader? I do not approach my job as a channel manager from the perspective of a telecom sales rep. I am here to help my partners’ business succeed. When I take this approach, our success is directly tied to each other. I still need to be an expert on my product set and our industry, but this is just a tool to help our businesses succeed.
What key initiatives did you spearhead this year that culminated in improvements for your channel partners? My partners and I have scheduled quarterly strategy sessions that have allowed us to focus on our mutual goals. The net result has been increased revenue, larger opportunities and more satisfied agents.
What are some main goals for your channel program? Grow my channel partners’ revenue; a concentrated effort to work with our dedicated account management teams to retain partner business and control compression; help my partners continue to successfully close larger and more (solution-based) strategic accounts.
What's your prediction for the channel, overall, for 2012-2013? Consolidation will continue.