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Top 15 Channel Manager Justin Marano, XO Communications

Title: Local Channel Manager

Years in position: 6

Years in channel: 6

Main channel goal: “Bottom line … keep my business partners happy. Whether it is a fast turnaround of quotes, ensuring successful implementation of services ordered by our customers or assisting with internal escalation of trouble-ticket resolution; whatever it takes to ensure that when a partner thinks of XO, there is a confidence that they are recommending a great carrier for their potential clients.”

Biggest challenge: “Finding enough time in the day to get everything done. I feel that the channel manager position is extremely unique in that we have to be not just a jack-of-all-trades, but the ‘ace’ too. From engineering to implementation, to service delivery to installation, to billing to repair, there is a knowledge and understanding within all of these departments that we must master in order to achieve ultimate success. Oh yeah, and let’s not forget that we have to sell. At the end of the day, it’s our relationships which we have built and nourished that are on the line so the responsibility of ensuring that it remains solid essentially falls on our laps.”

What traits do you exhibit that you think make a top channel manager? “I’m extremely organized and persistent. I believe some call it ‘OCD.’”

Frequent flyer miles: 180,000.

What agents say about Justin:

“In a word, Justin’s work is ‘dynamite.’ He follows through from start to finish, his responses are prompt and accurate, and he provides numerous options for each prospect. On top of that, his knowledge and insight help me to close more business for him. He is one of the best I have ever worked with, and his work ethic motivates me to bring on more subagents.”

— Michael Gallucci, President, TelServ NJ LLC

“Justin is very knowledgeable and professional. He is one of the most responsive channel managers I have worked with. He tends to under-promise and over-deliver, which, of course, is always a pleasant surprise! He is also as effective in person as he is over the phone.”

— Tom Gesky, CEO, Managing Partner, Secure Path Networks


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