Top 15 Channel Managers of 2011: Goals and Challenges

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Steven D. Cawley
Integra Telecom
Title: Senior Manager, Indirect Sales
Years in position: 8
Years in channel: 8
Revenue responsibility: $336,000 in monthly recurring revenue
Previous Top 15 Channel Manager win: 2010

Main channel goal: To create and develop long-term business partners.

Biggest channel challenge: Keeping the agents trained on the ever-changing world of telecom/data communications.

Top channel manager traits: While watching the health of my company’s goals, I also work hard to help the agents manage their businesses and to fight for them — basically standing up for what is right, fair and good for everyone.

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