Top 15 Channel Managers of 2011: Goals and Challenges

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Continued from page 11

Gene Sehl
Integra Telecom
Title: Senior Manager, Colorado Channel
Years in position: 1
Years in channel: 1.5
Annual revenue responsibility: $300,000

Main channel goal: Manage new product rollouts and provide sufficient partner training to ensure effective market penetration. At a higher level, we need to ensure that Integra is the easiest carrier to do business with. This can encompass everything from quick quote responses, accurate address validations, timely … pricing requests and superior sales engineering support. Lastly, we need to continue to leverage our unique local support team model.

Biggest channel challenge: Spending enough time in the field, in front of partners and prospective customers, yet maintaining very quick response to quote requests, special pricing considerations and escalations. An effective balance of time spent in and out of the office is critical to channel success.

Top channel manager traits: Integra as a whole strives to be the easiest carrier to work with. I think it is helpful if your personality matches that motto, which I know that many of our channel managers at Integra share. It also serves us well to have a rock-solid support team … behind the channel managers. It’s a team effort at Integra — that, above all else, is the reason for our success.

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