Charlene Urban, AT&T Alliance Regional Sales Leader

AT&T Partner Solutions is reinventing how we deliver our products and services, giving business customers more choices in how to transform with the power of our network. It houses AT&T Business indirect sales channels, including Alliance | ACC Business | AT&T Partner Exchange | AT&T Wholesale | Ecosystem Partner Solutions

Briefly describe the nominated individual: history and past performance (up to 1,250 characters):

As Sales Leader for AT&T Business's Central Region, Charlene Urban leads a team of channel managers and technical sales engineers dedicated to supporting partners within the ACC Business channel, consistently driving growth and setting new standards for performance.

Her team specializes in collaborating with partners and trusted advisors who work with Technical Service Distributors (TSDs) delivering tailored connectivity solutions for business customers. Under Charlene's exemplary leadership, her team has consistently driven YoY growth and strengthened partner relationships through exceptional support, customized service offerings, and deep understanding of the evolving technology landscape, ensuring optimal connectivity solutions for end customers. Since 2024, Charlene's team has added [REDACTED FOR PUBLICATION] new partners to the region, all of whom are now actively selling AT&T and ACC's core wireline products.

Charlene is renowned for building a high-performing, collaborative team culture and empowering partners to exceed sales targets. Recognized by senior leadership, her proactive problem-solving, integrity, and passion in developing others have directly driven sustained results for AT&T Business in the region.

With 29 years in the industry, Charlene has held multiple roles within the indirect channel - including Technical Sales Consultant, Field Market Manager, and Technical Sales Manager - demonstrating continuous commitment to excellence throughout her AT&T career.

Outline the nominee's achievements since July 1, 2023 that you wish to bring to the judges' attention (up to 1,500 characters):

Charlene's outstanding achievements are underscored by her repeated induction into the prestigious AT&T Diamond Club, one of AT&T Business's highest honors for top-performing sales leaders. This exclusive recognition, awarded to only a select few each year, speaks to her unwavering commitment to excellence, strategic vision, and inspiring leadership.

Her leadership was pivotal in closing one of the largest deals in the history of the Alliance Channel program-a landmark win involving over [REDACTED FOR PUBLICATION] fiber locations that shifted a major opportunity away from a key competitor. Charlene worked closely with several internal departments to remove roadblocks the partner was facing, such as installation scheduling. She championed the creation of dedicated project management, enabling a more fine-tuned approach to completing the orders.

Through effective teamwork between departments, Charlene made certain that all aspects of the project were meticulously tracked and proactively addressed. This hands-on leadership accelerated timelines, minimized disruptions, and ensured a smooth rollout that exceeded the partner's expectations.

Charlene's ability to empower and inspire her team, coupled with her focus on innovative solutions, ensures both partners and customers consistently receive outstanding support. Her inclusion in the Diamond Club highlights her influential role in driving sustained business growth and solidifies her reputation as one of the organization's most respected and impactful sales managers.

Explain why the achievements you have highlighted are unique or significant. If possible compare the achievements to the performance of other players in your industry and/or to the organization's past performance (up to 1,500 characters):

Charlene Urban's achievements stand out as truly exceptional, especially given the significant organizational changes from 2023 to 2025. During this period, the rollout of a new 'inside/outside' Channel Manager model introduced substantial disruption, as the organization underwent a rigorous transition to better serve partners and customers while leveraging AT&T's connectivity offerings.

Despite these challenges, Charlene's region consistently led the TSD organization as the top-producing sales team for Wireline production in both 2023 and 2024, demonstrating her ability to deliver outstanding results and strong leadership during times of change. Through proactive management and a commitment to operational excellence, Charlene drove a notable reduction in customer and partner escalations. This strengthened partner trust, enhanced customer satisfaction, and enabled the team to focus more on growth and innovation.

Remarkably, Charlene served as the sole Sales Leader for the entire organization during this period, shouldering responsibilities typically managed by multiple leaders. While managing several regional teams alone, she maintained team morale and operational stability, achieving [REDACTED FOR PUBLICATION] year-over-year growth in wireline sales-outperforming prior years and peer organizations, many of which struggled to achieve even modest growth.

Charlene's ability to deliver such strong results in a high-pressure, resource-constrained environment highlights her strategic vision, resilience, and ability to inspire her team. Her leadership set a new standard for excellence and was instrumental in the sales organization's remarkable success during this challenging period.

Reference any attachments of supporting materials throughout this nomination and how they provide evidence of the claims you have made in this nomination (up to 1,500 characters):

Bill Whitmore, Channel Manager for Charlene:

Charlene brings an incredible depth of knowledge from her many years at AT&T, and it really shows in how she leads. She genuinely cares and takes the time to listen to me, understand my perspective, and make sure I feel heard, while still keeping clear alignment with company priorities. I really appreciate how collaborative and thoughtful she is, most importantly, she's a strong advocate for me, removing barriers and supporting me through challenges, which helps me stay focused, motivated, and able to deliver my best work. She is the best leader I have had in my 25 yrs in telecom.

Amy Selby, Channel Manager for Charlene:

Charlene is one of the best leaders in our business that I have had the privilege to work with. Her priority is always caring for our partners/customers by providing industry leading excellence. She delivers quality resolutions to complex issues that often times require out of the box thinking. She is highly regarded in our industry and brings out the best in people. She is the pillar of what we strive for each day!