This position requires office presence of a minimum of 5 days per week and is only located in the location(s) posted.

Assistant Vice President, Alternate Sales Routes to Market, Mid-Markets

Position Summary

The Assistant Vice President, Alternate Sales Routes to Market, Mid-Markets is responsible for developing and executing AT&T's indirect and alternative go-to-market strategy for the Mid-Market segment. This executive leader will drive growth through channel partners, alliances, agents, brokers, system integrators, value-added resellers, marketplaces, and emerging routes to market. The role is accountable for accelerating revenue, expanding market reach, building strategic partnerships, and creating a high-performing organization that delivers customer acquisition, retention, and share growth across AT&T's business portfolio.

This leader will work closely with Sales, Marketing, Product, Strategy, Finance, and Operations teams to identify new growth opportunities, optimize channel performance, and ensure partner investments align with AT&T's strategic priorities.

Key Responsibilities

Growth Strategy & Market Expansion

• Develop and execute the Mid-Markets alternate routes-to-market strategy aligned with AT&T Business growth objectives.
• Identify, evaluate, and scale new sales channels, partnerships, and distribution models that expand customer reach and accelerate revenue growth.
• Lead market analysis, competitive assessments, and channel opportunity identification to drive long-term growth.
• Establish multi-year business plans, revenue targets, and market penetration strategies.

Channel & Partner Ecosystem Leadership

• Build, manage, and optimize a diverse portfolio of strategic partners, including agents, brokers, technology alliances, distributors, system integrators, and reseller partners.
• Drive partner recruitment, onboarding, enablement, and performance management programs.
• Develop partner segmentation, investment models, incentives, and engagement strategies to maximize partner productivity.
• Strengthen executive-level relationships with strategic partners and industry influencers.

Revenue & Performance Management

• Own revenue, growth, and profitability objectives for alternate sales channels within the Mid-Markets segment.
• Establish performance metrics, operating rhythms, and executive dashboards to measure channel effectiveness.
• Monitor pipeline development, conversion rates, partner productivity, and customer acquisition performance.
• Ensure consistent execution and accountability across all routes-to-market programs.

Organizational Leadership

• Lead and develop a geographically dispersed team of sales, channel, and business development leaders.
• Foster a culture of accountability, innovation, collaboration, and customer-centricity.
• Coach and mentor leaders while developing strong succession pipelines and organizational capability.
• Drive organizational transformation and change management initiatives as market conditions evolve.

Cross-Functional Collaboration

• Partner with Product, Marketing, Pricing, Customer Success, and Operations teams to improve channel effectiveness and customer outcomes.
• Influence product strategy and commercialization plans based on partner and customer feedback.
• Collaborate with Finance and Strategy teams to evaluate business cases, investments, and growth opportunities.
• Represent alternate sales channels in executive business reviews and long-range planning discussions.

Customer & Market Leadership

• Serve as an executive sponsor for key customers and strategic partner relationships.
• Ensure channel strategies support exceptional customer experiences and business outcomes.
• Monitor industry trends, emerging technologies, and competitive developments to inform strategic direction.
• Champion innovative approaches that create differentiation in the Mid-Markets segment.

Qualifications

Required

• 12+ years of progressive sales, channel sales, business development, or go-to-market leadership experience.
• Significant experience leading indirect sales channels, partner ecosystems, or alternate routes-to-market programs.
• Proven track record of delivering sustained revenue growth and exceeding business objectives.
• Experience leading large, geographically dispersed teams through senior leaders.
• Demonstrated success managing executive-level partnerships and complex stakeholder relationships.
• Strong financial acumen, strategic planning, and operational management skills.

Preferred

• Bachelor's degree in Business, Marketing, Sales, or a related field.
• Advanced degree (MBA or equivalent).
• Telecommunications, technology, SaaS, cloud, connectivity, cybersecurity, or related industry experience.
• Experience working with channel partners such as agents, brokers, distributors, system integrators, VARs, and technology alliance partners.
• Experience leading large-scale organizational transformation or channel modernization initiatives.

Joining our team comes with amazing perks and benefits:

• Medical/Dental/Vision coverage
• 401(k) plan
• Tuition reimbursement program
• Paid Parental Leave
• Paid Caregiver Leave
• Additional sick leave beyond what state and local law require may be available but is unprotected
• Adoption Reimbursement
• Disability Benefits (short term and long term)
• Life and Accidental Death Insurance
• Supplemental benefit programs: critical illness/accident hospital indemnity/group legal
• Employee Assistance Programs (EAP)
• Extensive employee wellness programs
• Employee discounts up to 50% off on eligible AT&T mobility plans and accessories, AT&T internet (and fiber where available) and AT&T phone
• Long Term Grants and Deferred Compensation
• Paid Time Off and Holidays (based on date of hire, at least 28 days of vacation each year and 9 company-designated holidays

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