Responsibilities

• Growth Strategy & Market Expansion: Develop and execute the Mid-Markets alternate routes-to-market strategy aligned with AT&T Business growth objectives.
• Growth Strategy & Market Expansion: Identify, evaluate, and scale new sales channels, partnerships, and distribution models that expand customer reach and accelerate revenue growth.
• Growth Strategy & Market Expansion: Lead market analysis, competitive assessments, and channel opportunity identification to drive long-term growth.
• Growth Strategy & Market Expansion: Establish multi-year business plans, revenue targets, and market penetration strategies.
• Channel & Partner Ecosystem Leadership: Build, manage, and optimize a diverse portfolio of strategic partners, including agents, brokers, technology alliances, distributors, system integrators, and reseller partners.
• Channel & Partner Ecosystem Leadership: Drive partner recruitment, onboarding, enablement, and performance management programs.
• Channel & Partner Ecosystem Leadership: Develop partner segmentation, investment models, incentives, and engagement strategies to maximize partner productivity.
• Channel & Partner Ecosystem Leadership: Strengthen executive-level relationships with strategic partners and industry influencers.
• Revenue & Performance Management: Own revenue, growth, and profitability objectives for alternate sales channels within the Mid-Markets segment.
• Revenue & Performance Management: Establish performance metrics, operating rhythms, and executive dashboards to measure channel effectiveness.

Requirements

• 12+ years of progressive sales, channel sales, business development, or go-to-market leadership experience.
• Significant experience leading indirect sales channels, partner ecosystems, or alternate routes-to-market programs.
• Proven track record of delivering sustained revenue growth and exceeding business objectives.
• Experience leading large, geographically dispersed teams through senior leaders.
• Demonstrated success managing executive-level partnerships and complex stakeholder relationships.
• Strong financial acumen, strategic planning, and operational management skills.

Preferred

• Bachelor's degree in Business, Marketing, Sales, or a related field.
• Advanced degree (MBA or equivalent).
• Telecommunications, technology, SaaS, cloud, connectivity, cybersecurity, or related industry experience.
• Experience working with channel partners such as agents, brokers, distributors, system integrators, VARs, and technology alliance partners.
• Experience leading large-scale organizational transformation or channel modernization initiatives.

Benefits

• Medical/Dental/Vision coverage
• 401(k) plan
• Tuition reimbursement program
• Paid Parental Leave
• Paid Caregiver Leave
• Additional sick leave beyond what state and local law require may be available but is unprotected
• Adoption Reimbursement
• Disability Benefits (short term and long term)
• Life and Accidental Death Insurance
• Supplemental benefit programs: critical illness/accident hospital indemnity/group legal