Special Report | Channel leaders: Work beyond words

The leaders

» Mark Blevins

Perot Government Systems

Vice president of civilian services

» Jerold Clark Jr.

Anteon International Corp.

Senior group manager of operational intelligence

» Douglas Gilbert

Verizon Federal Network Systems

Director, Energy Dept. operations

» Bhaskaran Jayaraman

Avineon Inc.

IT director

» Kevin Lee

Health Management Systems Inc.

Vice president and senior program director

» Eric Olson

InfoReliance Corp.

Director of Marine programs

» Greg Pellegrino

Deloitte Touche Tohmatsu

Public sector global managing director

» Tim Schilbach

Apogen Technologies Inc.

Project manager

» William Smithson

SI International Inc

Vice president of financial systems applications development

» Heinz Wimmer

Analex Corp.

Vice president of central operations

How we found our leaders

The Washington Technology Channel Leaders were picked from nominations submitted by our readers. The editorial staff read the nominations and judged them on the following:

» How the person helped a federal, state or local government agency fulfill its mission

» How the person helped his or her company meet growth, positioning and profitability goals

» How the person showed creativity, leadership and good partnership in the delivery of products or services to a government customer.

Nominations of chief executive officers, division presidents and executive vice presidents were not accepted. Instead, we wanted to recognize the people in the trenches: program and project managers and sales and business development executives. These are the people who touch and interact with government customers daily.

A lexicon of adjectives can describe this year's crop of Washington Technology Channel Leaders, but the overriding quality is dedication to their customers. If the customer suffers a setback, so does the contracting team.

The 10 Channel Leaders, picked from nominations submitted to Washington Technology, epitomize some of the best things about the government market. They cover a wide range of companies, from small to behemoth.

Their customers also are diverse with defense, civilian and state and local government represented.

Their words speak volumes. Getting to know his customer is what drives Eric Olson of InfoReliance Corp. and his team to a Marine facility to watch new recruits take their first steps into the Corps.

"The drill instructors come on like the hounds of hell," Olson said. But the experience helps his team see first hand how the Marine Corps uses InfoReliance software to enter and track recruit data.

Several on the list also showed their dedication in the way they supported customers hit by Hurricanes Katrina and Rita. They moved data and call centers and stood up emergency networks, often working the same long hours in the same conditions as their government counterparts.

The recovery from these disasters has been a massive effort, said Tim Schilbach, project manager with Apogen Technologies Inc. He supported the National Finance Center during and after Katrina.

"You would sleep a half hour here and a half hour there," he said.

The stories of the Channel Leaders are compelling, and their lessons are worth remembering.

About the Author

Nick Wakeman is the editor-in-chief of Washington Technology. Follow him on Twitter: @nick_wakeman.

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