Top 15 Channel Manager Ernie McIlquham, Cbeyond

Title: Channel Manager – Team Lead (Los Angeles/Orange County)

Years in position: 4

Years in channel: 7

Main channel goal: “I recruit, develop, support and maintain relationships with Cbeyond and other strategic partners effectively. In addition, I assist with the design of voice, data and/or network systems as it correlates with the sale of Cbeyond Beyond Voice Packages, our core voice and data offering.”

Biggest challenge: “I utilize what I call a ‘foundation’ approach, consisting of five fundamental ‘keys to success.’ The biggest challenge is helping partners set realistic goals and expectations as to avoid significant delays in the development process.”

What traits do you exhibit that you think make a top channel manager? “Having been a channel partner and IS/IT business owner, I know the challenges partners are faced with firsthand. It’s vital to exhibit integrity and honor as to never misguide a prospect. I function with the understanding that a partner’s customer base is their lifeline. I’ve been working since a young age, as well as active duty in the Marine Corps; dedication, determination and hard work are a way of life for me.”

Currently reading: “Blues Traveling: The Holy Sites of Delta Blues,” by Steve Cheseborough.

What agents say about Ernie:

“[Ernie is] very supportive, dedicated to high-quality support, very accessible (i.e. phone, e-mail, etc), very response to quote requests and makes sure we have the best pricing and best promotions. Also, he always will to go on appointments and help close deals. When issues arise after installs, he is also there to support.”

— Daniel Mocny, Senior Account Executive, AeroCom Inc.

“Ernie has exactly what I need in a solid channel manager. He is technically adept, very responsive, and he shares my passion for making the customer happy. He isn’t afraid to get his hands dirty pre- or post-sale. When you combine these traits with the excellence of Cbeyond’s product, I gain loyal customers.”

— Dave Wallace, President, Aligned Communications

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