This position requires office presence of a minimum of 5 days per week and is only located in the location(s) posted. No relocation is offered.

Lead Commercialization (VAR)

We’re expanding our Value Added Distributor (VAD) / Value Added Reseller (VAR) ecosystem to accelerate market growth across Fixed Wireless, Postpaid Voice, Postpaid Data, and IoT. This role is built for a strategic operator—someone who can set partner strategy, activate the channel, and drive measurable outcomes.

You’ll serve as the business owner for the VAR partner ecosystem, aligning teams and executing programs that increase partner engagement, seller readiness, and market reach.

Responsibilities:

Define and execute the VAR enablement & growth strategy

• Build and run partner enablement programs that improve partner effectiveness and speed-to-productivity.
• Design targeted campaigns to grow share with existing VARs, including low-share and inactive relationships.
• Create scalable sales success kits (plays, positioning, competitive guidance, onboarding assets) and operational improvements that help partners sell more effectively.
• Establish and manage KPIs for partner activation and performance; continuously optimize programs based on results.

Expand the ecosystem through industry and field engagement

• Own the strategy for industry presence: sponsorships, event positioning, and thought leadership that strengthens partner-of-choice credibility.
• Develop presentations and executive messaging for industry events and partner forums.
• Lead executive meetings, partner trainings, and co-sell motions that deepen relationships and accelerate joint execution with field sales.

Drive program performance across OEM, VAD, and VAR partners

• Build and execute joint go-to-market initiatives with OEM/VAD/VAR partners.
• Shape incentives, enablement, and marketing motions to improve engagement and outcomes.
• Prioritize partner initiatives, manage dependencies, and track performance with clear operating rhythms and dashboards.

What makes you a great fit:

• Lead cross-functional teams to deliver partner programs end-to-end with clear owners, milestones, and accountability.
• Escalate risks and blockers early with recommended paths to resolution.
• Translate partner and field feedback into short- and long-term requirements (process, tools, and program improvements).
• Produce concise, executive-ready updates that keep initiatives moving on time.

Nice to have: 

• Experience with connectivity-plus-solution channel motions (e.g., mobility/data, Fixed Wireless, managed services, or IoT) and familiarity with common partner models (deal registration, tiering, rebates/SPIFs, MDF).

This role is ideal for:

• Proven success building and scaling partner ecosystems in a VAR/VAD channel (telecom, technology, networking, mobility, cloud, security, or IoT preferred).
• Strong experience designing partner programs: onboarding, enablement, incentives, co-sell, and performance management.
• Ability to influence across Sales, Product, Marketing, Operations, and executive leadership.
• A metrics-driven, continuous-improvement mindset with a bias for action.

Job Contribution:

• Experienced professional recognized as an expert able to solve complex issues. 
• Exercises strategic autonomy in directing large‑scale, complex projects. 
• Shapes and guides executive decisions through strong strategic insight. 
• Mentors emerging talent, shapes and executes multi‑year strategic plans, and serves as a key collaborator with senior leaders across the organization. 

Supervisor: No

Education/Experience: Bachelor’s degree (BS/BA) desired. 5+ years of related experience. Certification is required in some areas.

Our Lead Commercialization, earns between $143,800 - $215,800. Not to mention all the other amazing rewards that working at AT&T offers. Individual starting salary within this range may depend on geography, experience, expertise, and education/training.  

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

If you’re ready to make an impact on our business and your career, bring your bold ideas to a world of possibility. 

Apply today!

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It is the policy of AT&T to provide equal employment opportunity (EEO) to all persons regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, creed, gender, sex, sexual orientation, gender identity and/or expression, genetic information, marital status, status with regard to public assistance, veteran status, or any other characteristic protected by federal, state or local law. In addition, AT&T will provide reasonable accommodations for qualified individuals with disabilities. AT&T is a fair chance employer and does not initiate a background check until an offer is made.