BEA Hires New Channel Exec

Napiltonia replaces John Gray, who recently left the Java software infrastructure vendor, and will report to BEA's Executive Vice President of Worldwide Sales Charles Ill, who oversees BEA's channel initiatives.

In his duties at BEA, Napiltonia will run alliances for BEA's global partners, such as Intel, Hewlett-Packard and Sun Microsystems, as well as with global and regional systems integrators, the spokesman said.

Napiltonia has 15 years of experience in IT sales, marketing and business development, the spokesman said. Prior to joining BEA, he was CEO, president and founder of State Software, a startup selling software to enable realtime enterprise Web applications.

However, the bulk of Napiltonia's channel experience came earlier in various positions at Creative Labs, a global supplier of multimedia peripherals and technologies. In roles as regional sales manager and director of commercial sales over five years at that company, Napiltonia worked with more than 4,000 VAR partners, according to BEA.

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Between his time at State Software and Creative Labs, Napiltonia held positions as vice president of business development and CEO at Electric Communities, a provider of hosted online community portals and developer of client/server technology for Web-based applications, the BEA spokesman said.

Napiltonia's predecessor Gray left last month to work under former BEA channel chief Rauline Ochs, who moved to Oracle as the group vice president for North American channels.

Ochs left BEA in April 2002 and was replaced by former Microsoft executive Morris Beton in September 2002. Beton left after less than one year as BEA's vice president of business development to become CEO of another software vendor.

Ill took over BEA's channel initiatives after Beton left. The former IBM executive has placed the fate of BEA's partners in the hands of the sales team rather than continuing to maintain a large internal staff to handle alliances. However, Ill told CRN BEA plans to hire more salespeople who will be incented to work with partners.

BEA has scored some significant wins with partners recently, the spokesman said. BEA and Northrop Grumman, a systems integrator in the government sector, recently helped the Department of Health and Human Services relaunch www.grants.gov, an interactive Web site that runs on WebLogic Server. The new site will standardize how states, universities, nonprofit groups and other non-government entities search for $360 billion of annual funding at 26 governmental agencies and apply online for federal grants.

Sixteen percent of BEA's license revenue is in the government space, and all of BEA's government accounts in the United States are serviced with solution providers on the government's General Services Administration (GSA) schedule, the spokesman said.

In another recent deal, BEA and Atlanta-based solution provider WellFound Technology are deploying a multichannel customer portal that models the mortgage process from origination through account servicing for Accredited Home Lenders, a mortgage and loan company. Blue Titan, a BEA ISV partner, also provided software for the deal.