This is a full-time onsite role based in the location(s) posted and is performed from the designated work location five days per week. No relocation is offered.

Overall Purpose

Drive growth and market share expansion within AT&T's Medium Business segment by developing and executing commercialization strategies that optimize sales coverage, channel mix, and go-to-market motions across customers ranging from approximately 20 to 2,000 employees. This role is responsible for identifying the most effective pathways to market, balancing direct sales and third-party channels, and ensuring product-specific strategies are aligned to customer needs and growth opportunities.

Key Roles and Responsibilities

Medium Business Growth Strategy

• Develop and execute strategies designed to increase market share and revenue growth within the Medium Business segment.
• Identify high-potential customer segments, growth markets, and expansion opportunities through data-driven analysis and market intelligence.
• Assess customer needs, competitive dynamics, and buying behaviors to influence strategic investment decisions.

Channel & Coverage Optimization

• Define the optimal sales coverage model, determining when customers should be served by direct sales teams versus third-party channels such as Technology Advisors (TAs), Managed Service Providers (MSPs), and other strategic partners.
• Evaluate channel performance and recommend adjustments to maximize revenue productivity and customer acquisition.
• Develop scalable distribution strategies that improve market coverage while maintaining profitability.

Product Go-to-Market Strategy

• Design differentiated go-to-market approaches based on product mix, customer profile, and buying preferences.
• Align commercialization strategies across mobility, connectivity, security, cloud, IoT, and emerging solutions to drive greater customer penetration.
• Partner with Product Management and Sales organizations to ensure successful product introduction and market adoption.

Performance & Market Intelligence

• Monitor business performance, competitive activity, and market trends to identify opportunities for growth and optimization.
• Utilize analytics to assess the effectiveness of sales motions, channel strategies, and customer segmentation frameworks.
• Develop recommendations that improve sales productivity, customer acquisition rates, and revenue outcomes.

Commercialization Program Leadership

• Lead strategic projects that improve medium business growth, operational effectiveness, and channel execution.
• Coordinate cross-functional teams to successfully launch commercialization initiatives and business improvement programs.

Stakeholder Engagement

• Collaborate with Sales, Partner Management, Product, Marketing, Finance, and Operations leaders to align growth strategies and commercialization priorities.
• Deliver actionable insights and strategic recommendations to senior leadership.

Job Contribution

Provides strategic leadership for one of AT&T's most important growth segments by designing innovative commercial strategies and channel models that drive market share gains. Leads complex initiatives requiring significant business acumen, analytical expertise, and cross-functional influence. Operates independently while regularly presenting recommendations and business cases to executive leadership.

Supervisor: No

Education/Experience

• Bachelor's degree (BS/BA) preferred
• 7-10+ years of experience in commercialization, sales strategy, channel management, go-to-market planning, or related disciplines
• Experience developing channel strategies, sales coverage models, and growth initiatives within B2B markets preferred

Joining our team comes with amazing perks and benefits:

• Medical/Dental/Vision coverage
• 401(k) plan
• Tuition reimbursement program
• Paid Time Off and Holidays (based on date of hire, at least 23 days of vacation each year and 9 company-designated holidays)
• 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

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AT&T and its subsidiaries are committed to equal employment opportunity. All hiring, promotion, and other employment decisions remain merit-based and free from discrimination on the basis of race, color, religion, religious creed, national origin, ancestry, age, sex, sexual orientation, gender, gender identity, gender expression, physical disability, mental disability, pregnancy, medical condition, genetic information, marital status, citizenship status, military status, veteran status, or any other characteristic protected by federal, state, or local laws. In addition, AT&T will provide reasonable accommodations to qualified individuals with disabilities. AT&T is a fair chance employer and does not initiate a background check until an offer is made. Click here to learn more or request an application accommodation here.