Former VAR Takes 'Dream Job' As Juniper Executive

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Philip O'Reilly, former CEO of high-profile solution provider Solunet, has been tapped by Juniper Networks as its new senior vice president of U.S. enterprise sales, a position O'Reilly called his "dream job."

For the last five years, O'Reilly, 53, has run the show at Melbourne, Fla.-based Solunet, an infrastructure solution provider and Juniper Global Partner that focuses on core networking, network security, wireless and VoIP, with about a 55 percent/45 percent split between telecom and enterprise, respectively.

O'Reilly will lead Juniper's U.S. enterprise sales organization, collaborating closely with the executive management team to ensure alignment and drive enterprise sales through Juniper's direct, indirect, federal and distribution channels. He will also oversee development and execution of Juniper's strategic go-to-market plans in the U.S. and capitalize on opportunities in the enterprise.

Philip O'Reilly

But it's O'Reilly's experience with the channel, both as a VAR and as an executive, that introduces a new paradigm to Juniper's enterprise sales division. It's experience O'Reilly said he will use to not only help increase and fuel the velocity of Juniper's channel, but to also act as a liaison to partners as they develop their go-to-market strategies.

"I understand better than almost anybody the opportunities and challenges," O'Reilly said, later adding that he'll play a pivotal role as Juniper "drives congruence from direct and indirect markets" to promote the value of the channel.

"I can be a bridge in an authentic way," he said.

Solution providers agreed that having someone of O'Reilly's background, with his level of channel expertise will enable him to act as a steward for partners. They are hopeful his experience with Solunet will translate into his new position as O'Reilly looks in from the other side of the fence.

"As far as I am concerned, bringing someone from the field is great and I hope Phil remembers the challenges, frustrations and also all of the positive business that comes with this complicated relationship as integrators that we find ourselves in," said Tom Duffy, president and CEO of Rocky Hill, Conn.-based solution provider Igxglobal Inc.

O'Reilly said initially, he feared blowback from his former channel peers as he crossed the chasm and will now focus on both direct and indirect enterprise sales, but so far, he added, the reception has been warm.

"The response has been 180 degrees the opposite," he said, adding that he's received feedback from Juniper partners that are excited to have a new executive championing for them from the inside. "[Partners] have an advocate that understands the challenges they have and the business models they're executing."

Duffy said he realizes that O'Reilly now works for Juniper, but hopes that he maintains a strong level of channel advocacy.

"The bottom line is that he answers to the shareholders of Juniper and he will put Juniper's best interests first," he said. "However, at least he will have the opportunity of having the knowledge of what it is like to be on this side when making very important go-to-market decisions."

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