CRN 2018 Women of the Channel Details

Charlene Urban

Regional Sales Director, AT&T Alliance Channel

Location: Kansas City, MO


Number of years in current position: 2

Number of years involved with indirect sales: 19

Twitter Handle: @ATTBusiness

Fun Facts:

Has a mentor
Is a mentor
Is an extrovert
Has climbed a mountain
Can ride a horse

Biography and Background:
I was born and raised in St. Louis, MO. I attended Baylor University and graduated with a BBA degree in Marketing and Statistics. I started my telecom career at AT&T in June, 1993. I was hired before I graduated college, after three interviews with AT&T. In one of those interviews, I had to sell my interviewer a pen! My entry-level job at AT&T was a commercial markets "hunter" for three years, cold calling and selling voice service. Then, I moved to the newly-formed AT&T Online Data Center in Kansas City. The Online Data Center eventually became what is today the AT&T Alliance ChannelTM. I have held a variety of jobs in the channel from Technical Sales Consultant, to Field Market Manager, to Technical Sales Manager, and now to Regional Director. Each role I have held has given me the chance to grow, learn and expand my knowledge and skill set. I am fortunate that my tenure has all been with AT&T - a company that promotes diversity, continuous learning and career advancement.

How have you personally helped advance your company's channel business over the past year?
In the role of Regional Director, it's my responsibility to represent the AT&T Alliance Channel in all aspects of what I do and promote our channel and the AT&T brand. I have served as a strong leader and manager to my team over the past year. Despite challenges that are always present, it was a productive year and we saw a year-over-year increase in revenue in my region. My team and I were out actively recruiting as well, to expand our sales reach.

What are your goals for your company's channel business over the next year?
My goals for my business are to increase sales and revenue via my 80+ solution providers, grow my distribution channel by recruiting more solution providers, grow participation by master solution providers and continue to work through internal obstacles/barriers to success to keep sales momentum. I will also continue to grow and learn as a manager and coach. I strive to always be a learning person and be a leader who my team can trust and rely on.

What honors, awards, or commendations have you won over the past year?
- 2 Q Best of the Best award - Top 4 Sales Teams based on highest weighted ranking results. Blended Strategic Services w/MAP and Mobility CRU GA Attainment (weighted 50/50. - 2Q 100/100 Club - 100% or greater achievement in all sales metrics for 2Q - The Trip Award - first to achieve 110% in results for the first half of the year - trip to San Diego

Outside of your family, please name a woman you admire and why:
Right now, it's not just one woman I admire. It's a group of strong and fearless woman who are coming forward to relay their stories and experiences. They are courageously bringing awareness to age-old issues of abuse, harassment, discrimination and misconduct at the hands of those of have too much power. This movement has far-reaching implications. We need greater gender equality and more women in leadership roles in many places in our nation. This issue not limited to the entertainment industry. There is never a place for this harassment to exist. We are all equals, and time's up.

What advice would you give your 16-year-old self?
I would say that mom and dad are correct and wise on many things. Listen to them because they have wisdom beyond your years. End the relationship with the guy you are with. Have fun, don't get tied down in high school. You will keep some of the friendships you have now for a lifetime. Cherish them now and stay in touch with these individuals. Don't worry so much about what others think. Just do your best, be your best person, treat others with respect and kindness, and that will carry you far in the world.

If you could master any new job-related skill, what would it be and why?
I would like to have a more technical and in-depth understanding of all things related to security. We have technical resources to rely on, but, if given the opportunity, in-depth - beyond working - knowledge and skills of security and cyber security would be top of my list.

What's the best book you read this past year and why did you like it?
The Book of Joy - His Holiness the Dalai Lama, Archbishop Desmond Tutu, with Douglas Abrams. This excellent read depicted the long friendship between two spiritual leaders. It detailed their personal experiences and how they find peace, even under the direst circumstances. Both view themselves as simple men, not outstanding leaders. They lead their lives with humility. The book explored the questions, "What is joy? How we can live our lives joyfully?" It also included a primer at the end called "joy practices" that detailed how to face life's challenges with grace and humility. It was a truly inspirational read.

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