Category: People on the Move

Security vendor Sophos continued its 2013 roll by hiring John Keenan, a 13-year Dell (DELL) SonicWall veteran, to head its North America sales efforts.

Keenan’s background is marked by some 20 years of sales and management experience, most recently with Dell SonicWall, where, as North America sales vice president, he is credited with constructing a new mid-market focused sales organization and channel strategy, growing the business by building relationships with key channel partners.

With Sophos’ particular emphasis on growing its channel business, Keenan is a good fit to flesh out the security vendor’s sales strategy, said Michael Valentine, Sophos sales senior vice president.

“John Keenan is widely respected by the security channel, and I am thrilled to welcome him to Sophos,” said Valentine. “He brings a proven track record of success in the security space and has winning experience in leading channel and sales teams,” he said.

“Every day, the Sophos team is working hard to be the preferred vendor in security for the channel and customers. Our products, our people and our partner programs continue to gain industry accolades. In bringing John aboard, we have an ideal leader for continued growth in our North American business.”

For his part, Keenan said Sophos’ all-in channel sales strategy and execution lured him away from his prior post.

“The company’s relentless focus on empowering the channel, a best-in-class portfolio of endpoint, mobile, server and network solutions, and the opportunity to contribute to Mike Valentine’s winning team made my decision to join Sophos an easy one,” he said.

In the last few months, Sophos has filled key channel and sales slots, hiring Kendra Krause away from rival Fortinet (FTNT) in April as its Americas channels chief to improve channel programs and partner enablement, tapping Karen Delaney, a former Acer, IBM (IBM) and Dell SonicWall channel strategist, as its Australia and New Zealand channel chief, and, in February bringing Valentine on from Fortinet to run its global sales operation.

Valentine specializes in channel building and intends to boost Sophos sales in North America, contending that the company boasts the proper products, has shored up its channel program and, with new management, can significantly up its presence.

Apple (AAPL) is again breaking the mold of traditional IT hiring, reaching into clothing manufacturer titan Levi Strauss for Enrique Atienza to serve in a top director capacity in its U.S. retail operation, according to a 9to5Mac report.

The account, which cites sources knowledgeable with Atienza’s hiring, said that he has left his job as Levi’s Retail Americas and Global Store Operations senior vice president in favor of handling Apple retail in the U.S. west coast, generally regarded as one of the vendor’s key retail slots.

Atienza, who is said to have bested several internal and external candidates for the job, is credited with improving the efficiency and consistency of Levi’s global sales operation, which may have made him particularly appealing to Apple—its retail unit has lacked leadership since last October when the company fired Retail senior vice president John Browett. Recent reports have suggested Apple now is looking exclusively outside the company for candidates to fill its top retail spot.

While the details of Atienza’s contract reportedly have been finalized, he is not slated to begin work at Apple until October, the report said.

The Atienza hiring is reminiscent of another out-of-the-box appointment early in July when Apple nabbed Paul Deneve, the former Yves Saint Laurent chief executive and a past sales and marketing manager in Apple’s European operation, to work on special projects (as in the long-rumored iWatch), reporting directly to chief executive Tim Cook.

According to sources in the 9to5Mac report, Steve Cano, Apple’s worldwide vice president of stores, once rumored to be Ron Johnson’s replacement as head of the vendor’s retail operation, is Atienza’s direct supervisor.

With Apple rumored to be introducing two new iPhones next month and additional products before the holiday season ramps up, it will be important for the vendor to solidify its retail strategy and operations, which is where Atienza comes in.

Cisco Systems (CSCO) CEO John Chambers plans to stick around for another one to three years. Roughly 10 Cisco executives are in the running to be the networking giant’s next CEO. We originally thought Rob Lloyd, president, development and sales, had the inside edge for Cisco’s CEO post. Now, our resident blogger is starting to think Senior VP Chuck Robbins is emerging as a leading candidate. Here’s why.

In recent years, Lloyd has been seated right next to Chambers during media briefings at Cisco Partner Summit. Many times, Chambers deferred key media questions to Lloyd. Then, Lloyd’s promotion to president in October 2012 seemed to accelerate his upward move to the eventual CEO seat. Sure, Cisco promoted COO Gary Moore to the president post at the same time. But numerous pundits close to Cisco suggested Moore had no interest in the CEO gig.

So is the CEO post Lloyd’s for the taking? Perhaps not. Three sources in the IT channel — each of whom watches Cisco closely — suggest Chuck Robbins’ stock has been steadily rising within the halls of Cisco. One of Robbins’ core strengths: Rallying Cisco’s sales staff and partners to competitive wins vs. HP and others.

As Senior VP of worldwide field operations, Robbins leads the company’s sales and partner organizations. Previously, Robbins was senior VP of the Americas — responsible for more than 8,500 employees.

Still, Lloyd is no slouch. He oversees Cisco’s development and sales efforts, as the company creates tighter connections between customer requirements and innovation, along with ensuring greater speed-to-market, according to his official Cisco biography. With 18 years of global leadership experience at Cisco, the biography says, Lloyd has managed the majority of Cisco’s worldwide business.

Hmmm… Either way it looks like Cisco has a deep executive bench. And at least one pundit also points to Padmasree Warrior as a CEO candidate — though her career seems to be heavily weighted toward the technology side of the house.

What does Cisco have to say about all this speculation? We must concede: He didn’t reach out to the networking giant on this item because Cisco doesn’t comment about executive speculation. But perhaps if we keep stirring the pot…

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.

Unified communications provider ShoreTel (SHOR) named Don Joos, the company’s current Global Services vice president, as its new president and chief executive, succeeding Peter Blackmore, who’s retiring after nearly three years on the job in which he doubled sales, scaled global operations and boosted the company’s growth.

ShoreTel announced Joos’s ascension at the same time as presenting its Q4 and FY 2013 financial performance. The company posted $85.6 million in Q4 sales, a 9 percent increase over the same period last year, and more than halved its net loss for the quarter to $2.3 million, or 4 cents, from $5 million and 9 cents per share in 2012.

ShoreTel’s losses for the full year deepened, however, as the company lost $25.7 million, or 44 cents per share in fiscal year 2013 as compared to a net loss of $20.7 million, or 41 cents per share, in fiscal 2012. The company’s revenue increased some 27 percent in FY 2013 to $313.5 million.

Blackmore said ShoreTel’s cost-cutting, focus on cloud computing and increased sales profile favorably position the company to post a profit in FY 2014, pointing to 1,200 new customers in Q4 and a 6 percent sequential increase in revenue for its cloud solutions ShoreTel Sky portfolio to $19.3 million.

“Fiscal year 2013 showcased the first full year of cloud revenues from our ShoreTel Sky offering, which have been growing steadily over the last six quarters and were up 35 percent year-over-year in the fourth quarter,” he said. “With our continued focus on improving operating efficiencies and sales productivity we drove our non-GAAP operating expenses to 57 percent of revenue in the fourth quarter. Coupled with the projected growth in our target markets, we are positioned for continued profitability in fiscal 2014.”

Now that he’s helming the company, Joos will be responsible for shepherding its fortunes as Blackmore projected. He joined ShoreTel in April 2011 and for the past year as business operations senior vice president has managed engineering/R&D, product management, global support and services, IT, quality and operations, which together comprise about 50 percent of the company’s operations. Joos is credited with crafting ShoreTel’s business strategy to provide UC technology to customers via a premise, hosted or hybrid offering.

“After an extensive search it became clear that Don is uniquely qualified to fully mobilize the company in its drive to be the leading unified communications provider,” said Chuck Kissner, ShoreTel board chairman. “His achievements, knowledge of the industry, vision, respect of his peers and employees, and commitment to the company’s strategy set him apart.”

Prior to joining ShoreTel, Joos spent nine years as an Avaya company vice president.

“ShoreTel now has the opportunity to extend its leadership position by fully integrating its cloud offering across its suite of unified communications products,” said Joos. “With some of the highest customer satisfaction in the business, world-class employees and a strong track record of innovation, the company’s prospects are unlimited. I look forward to working with the ShoreTel team during this very exciting time to further accelerate our recent progress.”

Flash storage maker Virident Systems has tapped Dawn Ruszel, a former EMC (EMC) partner sales manager, as Worldwide Channels senior director.

With flash storage gaining in the marketplace as prices come down, the technology is fast becoming a must-have for solutions-oriented partners. VIrident is moving from relying on its direct sales team to incorporating partners into the sales mix. Ruszel, with some 10 years of channel sales experience, is tasked with building out Virident’s partner ecosystem to extend the company’s sales reach to new accounts, vertical markets and additional geographic regions. In addition, she will oversee Virident initiatives to find new routes to market for its flash storage products such as partner-built solutions and appliances.

“Forming strategic partnerships will be critical to continuing the success that the company’s been achieving,” said Mike Gustafson, Virident chief executive. “Ruszel’s experience in building and growing successful channel strategies is the perfect fit to maximize Virident’s routes to market.”

Ruszel’s background includes stints at BMC Software (BMC), VCE and EMC, where she spent the better part of her channel career. Most recently at EMC, Ruszel served as national channel manager and partner team lead for the Software division, and is credited witdh building a sales accreditation program and on-boarding and enabling the channel community. She also served as regional channel manager for enterprise accounts, managing some $100 million.

“I’m excited to join Virident’s management team and look forward to building a diversified partner ecosystem,” said Ruszel. “As the flash storage market continues to rapidly grow, I’m thrilled to get in on the ground floor and help shape Virident’s channel program. The market traction that the company has accomplished with the direct sales team has been impressive and I can’t wait to see the results from a fully deployed and executed channel strategy,” she said.

Cisco Systems  (CSCO) has tapped Andrew Sage, its former worldwide Partner Led vice president and Small Business Sales vice president, as its new Americas Distribution vice president, taking Julie Hens’ former post when she was elevated to Worldwide Distribution vice president last week.

Wendy Bahr, Cisco Americas Partner Organization senior vice president, in co-authoring a blog post with Hens to announce Sage’s ascension, wrote, “Last week it was announced that Julie would be taking on the role of Vice President of Worldwide Distribution here in Cisco’s Worldwide Partner Organization (WWPO). We are now happy to confirm that Andrew Sage is our new Vice President, Americas Distribution.”

Sage, a 14-year company veteran who is known as a staunch channel advocate both inside and outside Cisco, will oversee sales, marketing, operations and logistics for the vendor’s Americas distribution channel. The unit, which accounts for some $6.3 billion in revenue, is “a cornerstone of our Partner-Led sales strategy,” said Bahr and Hens. Cisco’s worldwide distribution channel generates about $13 billion in annual revenue for the vendor.

“Andrew’s team has driven a cohesive strategy, including the launch of programs such as Partner Plus, and has brought to the market a bold message about how we’re targeting midsize customers through our partners, which was a major theme at this year’s Cisco Partner Summit,” said Bahr and Hens.

As worldwide Partner Led vice president, Sage is credited with building a team to craft a go-to-market sales model and a portfolio of initiatives that played to partners’ strengths and mapped to Cisco’s Commercial sales teams. In his prior small-business sales role, Sage managed Cisco’s go-to-market strategy for SMBs, including channels, field coverage models and sales programs. He also has served as Worldwide Channels Marketing vice president, handling global channel partner marketing in concert with Cisco’s central marketing organization and global field organization.

IT solutions and services provider Dimension Data has named Mark Slaga, a 13-year company veteran, as chief executive of its Americas operation.

Slaga, who was promoted from his chief operating officer (COO) slot, will succeed Jere Brown, who is retiring at the end of the year after seven years in the Americas top slot and 10 years with the company. Scott Macfee, who has served on the Johannesburg, South Africa-based company’s Americas operating committee for the past three years, will take Slaga’s former job and oversee Dimension’s operations in North and South America.

“Mark’s proven track record of strategic leadership, successful execution, high performance and team building made him the obvious choice to take up the reins from Jere,” said Brett Dawson, Dimension’s group chief executive. “He and the Americas team will play a critical role in helping us deliver on the Group’s global growth and revenue goals.”

In his new job, Slata will be charged with tripling Dimension’s Americas revenue over the next five years. To reach that high-water mark, he’ll be expected to provide strategic leadership for Dimension’s business in the United States, Canada, Brazil, Mexico and Chile and to develop, communicate and implement effective growth strategies.

Dimension said Slaga is well-suited for his new responsibilities, bringing a wide range of operational, business, sales and technical skills to the role. As COO, Slaga handled Dimension’s operations in North and South America, including professional services, consulting, managed services, IT outsourcing and vendor alliances. He also has held the company’s senior vice president slots in operations and solutions and served as its chief information officer and chief technology officer for the Americas.

As for Macfee, a 14-year company veteran, he brings to his new post experience in organizational transformation, planning and managing business operations and developing talent, Dimension said. He most recently served as Dimension’s country manager for Brazil and led the Americas procurement and logistics team.

On the departing Brown, Dawson said, “Jere’s strong leadership and vast contributions during the last 10 years have been instrumental in growing and transforming the Americas business and have set the stage for continued success in the Americas.”

Cisco Systems (CSCO) last week promoted Julie Hens to handle its distribution-related programs and relationships worldwide, a responsibility Edison Peres, the vendor’s worldwide channels senior vice president, called a “critical piece of our go-to-market channel strategy, representing $13 billion a year in revenue for Cisco.”

Hens, whose new title officially is Worldwide Distribution vice president, succeeds Scott Brown, who Cisco recently promoted to APJC Partner Business Group vice president. Hens has been handling Cisco’s distribution in the Americas, but now has a much wider field of view along with more responsibilities. Cisco just began looking for her replacement, said Peres, in a blog post.

Hens, a 14-year company veteran who joined Cisco’s Distribution group in 2005 from its Service Provider Sales organization where she held sales, field operations and sales productivity jobs, was promoted to distribution unit vice president in 2008. She is credited with leading her team in 2010 to its first billion-dollar quarter and for doubling distribution sales, Peres said.

“We need a strong leader to continue the tradition of programs and relationships we’ve established with our key distribution partners,” he said. “Julie is a familiar face to many of our distribution partners and I’m confident she will be a fantastic leader in this global role thanks to her depth of experience and strong relationships.”

Hens is tasked with leading Cisco’s sales efforts through distributors, collaborating with the vendor’s operations in other regions of the world and overseeing supply-chain efficiency and inventory management, as well as ensuring global governance and compliance.

“In the last few years, distribution has been one of the fastest-growing routes-to-market for Cisco, helping to fuel our double-digit growth rates in the midmarket, and we will continue to leverage distribution to innovate, transform and grow revenue,” Peres said.

Peres also issued a nod to Brown’s tenure, thanking him “for his strong leadership over the past three years and for leaving our distribution organization in great shape for the next leader.”