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Dell names new global channel chief

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Dell named 27-year sales veteran John Byrne as its new global channel leader for Dell-EMC after its USD62bn acquisition of EMC is completed. Byrne has only been a year at Dell as global vice president of sales strategy, planning and channels, where he worked on optimizing Dell’s route-to-market strategy, including overall ownership of the channel business.

Marius_Haas

Marius Haas, Dell’s chief commercial officer and president of enterprise solutions

Prior to joining Dell, Byrne worked for AMD is various executive positions. He also managed AMD’s channel and sales team and led its partner program during his tenure, wrote Marius Haas, Dell’s chief commercial officer and president of enterprise solutions, in a company blog.

“John’s experience adds to the already strong channel DNA in both Dell and EMC,” wrote Haas, “and I firmly believe we are well-positioned to create the industry’s best channel sales and programs teams.”

The channel leadership team, he added, will include experienced executives from both Dell and EMC in North America and globally.

In the same blog, Byrne shared some insights on what will happen after the Dell-EMC deal is concluded. Dell-EMC will have a unified partner and deal registration program from 1 Feb 2017 – the start of Dell’s fiscal year. Until then, both companies will maintain separate deal registration and partner programs.

To protect partner accounts and deals, all existing deal registrations will be cross-checked for overlaps. “If multiple partners have the same opportunity registered, we will have rules of engagement to mitigate any possible adverse impact to partners and customers,” Byrne said.

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