Web security vendor Websense has named Shawn Pearson, a former channel sales executive at EMC’s (EMC) RSA security division, as its new worldwide channel sales chief and charged him with driving adoption of the company’s flagship Triton platform among partners.
Pearson, whose official title is worldwide channel sales vice president, commands a 17-year security channel track record with EMC, most recently serving as RSA’s senior director of Americas inside sales and channels. He is credited with linking RSA’s inside sales strategy with corporate and field objectives to boost productivity and meet sales goals. In particular, he developed processes to upgrade RSA’s channel partners to operate in a value-added model rather than from one transaction to another.
John McCormack, Websense chief executive, said Pearson’s experience in building value-added-oriented channels makes him well-suited to craft and enact the vendor’s sales strategy to extend its partner ecosystem to multiple vertical markets.
“Shawn is a well-respected, visionary leader with deep experience in security channel operations,” said McCormack. “His proven track record of channel transformation and partner success makes him a valuable asset to our growing channel team. I look forward to working with him to expand our global partner base across verticals and drive incremental revenue throughout the channel.”
While at EMC, Pearson was credited with launching the vendor’s Velocity channel program and its Accreditation program. In January 2010, he moved to RSA where he oversaw the vendor’s distributor and partner relationships.
“Websense has a strategic focus on empowering the success of its channel partners,” said Pearson. “My channel philosophy and experience is the perfect match for Websense’s vision and success in delivering the most robust security solutions available on the market. I look forward to driving Websense’s global channel sales and enhancing the adoption of the Websense Triton platform.”
In May, Websense was acquired by Vista Equity Partners in a private equity buyout valued at some $906 million. McCormack and the company’s senior management stayed on after the deal finalized.
