Title: Channel Manager

Years in position: 9

Years in channel: 9

Main channel goal: “The AT&T Alliance Channel mission is to meet the communications needs of customers through successful teaming with top companies whose capabilities complement our own. We serve our solution providers through world-class sales support and educational programs and through a competitive compensation structure that recognizes and rewards high performance.”

Biggest challenge: “Maintaining and growing mindshare with our solution providers is the biggest challenge today. Our solution providers’ time is being constantly devoured by what I term as ‘special interest’ groups (i.e., hardware, software and other carrier partners). To compete, we must show considerably more value than the others or risk being lost in the noise. Thus, I feel my role as a channel manager is one of the most exciting and ever-changing roles. Where else do you get to wear the hats of coach, cheerleader, counselor, lead generator, business development manager, marketing strategist, compensation reconciliation manager, professional recruiter, mediator, escalation manager and, most important, leader? Thank goodness for challenges!”

What traits do you exhibit that you think make a top channel manager? “Honesty, integrity, passion, persistence, perseverance, problem solving, leadership, finisher, and above all, a positive mental attitude.”

Childhood career choice: NFL football player.

What agents say about Jim:

“James has been an important asset to our company since his assignment. There were several areas that we needed additional help or training and James not only made all the arrangements but helped us work through the processes.”

— Don Elkins, Customer Service Manager, Communication Experts Group

“Jim Watts is a great channel manager because he is always available and even if he doesn’t know the answer to a specific question, he knows how to get answers and who to contact. He truly is interested in helping us be successful and is dedicated to helping us achieve our goals.”

— Cody Rodgers, President, Radcom Technologies Inc.