Kaspersky Lab hired a top Juniper Networks executive as its new channel sales chief for North America.
The Russia-based antivirus vendor, which runs its North American operations out of Woburn, Mass., named John Murdock as vice president of channel sales. Murdock will manage the company’s channel program and growing partner base of North American resellers and system integrators. Murdock, a sales veteran, spent more than seven years at Juniper serving in various sales and channel roles beginning with its America’s program and in recent years managing worldwide partner sales activities.
Kaspersky, a Juniper technology alliance partner, has a strong brand, solid reputation and plenty of opportunity for further growth in North America, especially in the enterprise, Murdock told CRN.
“Juniper has had a strong legacy in security and I hope to continue to build on that as I bring that over to Kaspersky,” Murdock said. “Kaspersky has a strong vision and a strong plan, and I want to be part of that. … It’s a competitive market and I will think about ways to differentiate ourselves with the partners and provide value to the partners who are looking for a partner like Kaspersky.”
Murdock built out Juniper’s America’s inside sales team, leading four sales managers and more than 30 resellers and system engineers. In 2010 he led the planning, implementation and launch of Juniper’s worldwide channel partner program. He was promoted to senior director of worldwide partner sales programs at Juniper in 2013. Murdock told CRN that he believes in strengthening partner relationships by listening to concerns and making adjustments to a channel program that satisfies the interests of the vendor and the reseller.
Prior to Juniper, Murdock was a sales manager who led business development activities at Extraprise, a Boston-based consultancy that specializes in customer acquisition, management and retention issues. He also worked at other solution providers as a sales engineer, account manager and in sales managerial roles.
“If you’ve never worked for a channel partner you don’t really ever appreciate how they grow their business, how they drive their customer relationships, so coming from that background helped me understand the dynamics of being a channel partner,” Murdock said. “It was a great experience coming from the channel partners and moving to a vendor. It helped me strike the right balance of focusing on the partner’s business model, yet making decisions that mutually benefit both parties.”
Murdock fills the role left by Christopher Doggett, who was named managing director of the security vendor’s U.S. business operations following the departure of Stephen Orenberg, who stepped down in May after nearly a decade in the role. Doggett told CRN that the company’s North American channel program continues to drive growth for the company, led by midmarket sales and spending by existing customers. Doggett now oversees public relations, customer support, finance, human resources and information technology functions in North America.
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