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Top 15 Channel Managers of 2011: Goals and Challenges

September 08, 2011 - Article

The channel is filled with responsive, knowledgeable channel managers, so the competition for the Top 15 Channel Managers each year makes for a tight contest. This year was no different, with 80 channel managers — who were nominated by their partners — vying for one of 15 slots. But as so often happens in telecom, there was an unexpected change when it came to total ballot submissions. For the second year in a row, Channel Partners readers’ votes resulted in a tie, so, once again, we are honoring the Top 16 channel managers of the year. These telecom professionals were nominated by master agents, subagents and independent agents and selected by a poll of Channel Partners readers and supporters July 5-22. More than 750 votes were received.

And to learn more about winners’ lighter sides, check out our gallery here.

Nickie Beckstead
Integra Telecom
Title: Senior Channel Manager
Years in position: 3
Years in channel: 4
Previous Top 15 Channel Manager wins: 2010
Revenue responsibility: $336,000 in monthly recurring revenue

Main channel goal: To make selling Integra services as easy as possible, working to provide an overall solution for the agent and their customers that will provide excellent service and support for a long-term relationship. I strive to put us in a position that when agents think about Integra, they know we will be responsive, reliable and a great solution for their customer.

Biggest channel challenge: Finding enough time to support everything agent relationships require and continuing to sell new revenue. A large part of being an agent manager is assisting with implementation and general account support. Much of what an agent looks for is your overall support of their accounts and not just the initial sell.

Top channel manager traits: A top channel manager needs to be an advocate for the agent. Relationships with agents definitely perform better if agents feel you are part of their team and want them to personally succeed. Be reliable and responsive!

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