The Top 100 Execs: Acer-Liebert

Acer America
MARK HILL, vice president of U.S. channel sales

Hill is responsible for U.S. sales at Acer, where he has worked for two years. His 20-plus years of technology experience includes positions in operations, business development, sales and sales management at mainframe and PC manufacturers.

Top Priority For 2004: To change and implement Acer's new go-to-market strategy. This fundamental shift in strategy will allow the company to dramatically improve execution in terms of product management, channel management, channel integrity and operating expenses.

Top Challenge For 2004: Communicating Acer's new market strategy to U.S. resellers in a way that assures them that Acer is indeed the channel champion, while winning their business.

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Guilty Pleasure: Premium golf courses, premium cigars and premium wines,in no particular order.

Alcatel
ERIC GRUBEL, vice president of channel data sales

Grubel returns to Alcatel after serving as vice president of sales and marketing at Sabeus Photonics, which develops optical components for DWDM systems. He has also held executive roles at the Carrier Division at Clarent and ACT Networks.

Top Priority For 2004: To increase the number of channel partners, focus on geographies where Alcatel has less coverage, and identify and work with partners who have strong expertise in the company's target vertical markets and significant experience in security and wireless.

Top Challenge For 2004: Demonstrating to partners that they can make the greatest margin when selling solutions that combine LAN switching with security and/or wireless.

Guilty Pleasure: Catching a few waves before work.

AMD
GARY BIXLER, division manager, North America channel marketing

Bixler has more than 15 years' experience in the computer and semiconductor industries. He joined AMD in 1992. Previously, he has served as AMD Athlon product marketing manager, responsible for AMD Athlon product definition, marketing strategy, product launch and positioning.

Top Priority For 2004: To deliver programs that drive the success of the AMD64 platform through the North America channel.

Top Challenge For 2004: Bringing the AMD64 message to the enterprise through our VAR partners.

AOC
MICHAEL LIEN, general manager Lien oversees AOC's brand development, channel development and customer relations. He has more than 10 years of experience in the display industry.

Top Priority For 2004: To improve cost management to better drive mutually beneficial sales and support to channel partners and loyal customers.

Top Challenge For 2004: Differentiating products, programs and strategies to deliver on the company's No. 1 priority.

Guilty Pleasure: The dimpled sphere.

APC
ED BEDNARCIK, vice president of global sales

Bednarcik has been with APC for seven years, the first six-plus years as vice president and general manager of several product divisions. Prior to APC, he worked for several large computer companies as well as a small internetworking start-up.

Top Priority For 2004: To change the way the world designs and builds data centers, and bring our loyal VARs into a multibillion-dollar incremental product and service opportunity.

Top Challenge For 2004: To quickly reach as many partners as possible to help them understand that they can both make more margin on new architectures for network-critical physical infrastructure and provide a reliable and cost-effective solution.

Guilty Pleasure: March Madness,best time of the year! Our partners should not bet against Providence.

Apple
JOHN BRANDON, vice president of the Americas and Asia Pacific

Brandon leads Apple's noneducational and nonretail sales for the Americas and Asia Pacific. Prior to joining Apple, he served as president and CEO of Academic Systems, and vice president and general manager of North America for Adobe Systems.

AT&T
CELINE AZIZKHAN, vice president of AT&T indirect sales channel

Azizkhan, formerly AT&T's vice president of sales, assumed the company's top channel spot early this month. She takes over for Keith Olsen, who left AT&T last month.

Autodesk
STEVEN BLUM, vice president of Americas sales

Blum joined Autodesk in January 2003. He comes from Parago, where he was executive vice president of sales and account management. He has also held a number of other sales and marketing positions.

Top Priority For 2004: To drive revenue growth for Autodesk and gross-margin growth for Autodesk's channel partners.

Top Challenge For 2004: Outpacing market growth rates in each of the vertical industry segments served by Autodesk.

Guilty Pleasure: Coaching my son's select, traveling 12-year-old baseball team.

Avaya
TODD MEISTER, vice president of Americas, global channel strategy and U.S. distribution

Prior to joining Avaya last May, Meister was president and CEO of AE Business Solutions, a consulting and systems-integration company. Additionally, he has held key sales and channel-management positions at EMC, StorageTek and Breece Hill Technologies.

Top Priority For 2004: To achieve profitable revenue growth.

Top Challenge For 2004: Ensuring our current business partners continue to expand and bringing new partners into the program.

Guilty Pleasure: I try to never miss an opportunity to go boating!

Avocent
DUDLEY DEVORE, vice president of commercial sales

DeVore is responsible for the development of sales strategies and sales channels, and for the management of sales programs for Avocent-branded products sold in the Americas. Prior to Avocent, he spent 17 years with Panasonic.

Top Priority For 2004: To continue cultivating resellers who can grow our business in the network connectivity and data-center markets, as well as expand into new target markets with unique applications.

Top Challenge For 2004: Continuing to promote the value of our data-center solutions in a cautious spending environment.

Guilty Pleasure: Hate to miss a tee time.

BEA Systems
CHARLES ILL, executive vice president of worldwide sales

Ill's responsibilities as head of BEA's global sales team include direct and indirect sales, worldwide field support, field strategy and planning, and sales operations. Ill came to BEA after 24 years at IBM, where he most recently held the position of vice president of worldwide geographic sales, software group.

BEA SYSTEMS
MERCEDES ELLISON senior vice president of BEA worldwide alliance marketing

Ellison helps BEA leverage the partner community to further penetrate new market segments, verticals and geographies. Before joining BEA, she served as vice president of alliances for Siebel Systems and held senior executive positions in alliances, business development and sales with Infoscape, Liberate, Oracle and BellSouth.

Top Priority For 2004: To ensure that BEA has the right amount of leverage with relationships and proper leverage with its sales partners that dovetail with customers and meets how and where they want to be engaged.

Top Challenge For 2004: Leveraging the distributor business model. And we believe engaging with Agilysys is the right move for us. We need to work to make sure that endeavor is successful.

BMC Software
PAIGE ERICKSON, vice president of channels and alliances

Erickson came to BMC Software in 1994 as a regional sales manager after a more than 13-year tenure at IBM. At BMC, she served for two years as director of S/390 marketing in Americas field marketing, then as director of sales in corporate accounts for Americas sales. She was promoted to her current position in April 2002.

Top Priority For 2004: To demonstrate solid return on investment for BMC Software Solutions while increasing the percentage of revenue through BMC's business partners.

Top Challenge For 2004: Recruiting and training the right number of business partners by product-solution segment in each major geography around the world.

Guilty Pleasure: Making first tracks in two feet of powder on a sunny morning in the back bowls of Solitude, Snowbird or Alta, Utah.

BROCADE COMMUNICATIONS SYSTEMS
JOHN NOELLERT, director of global channels

Noellert has been with Brocade for two years and is responsible for worldwide channel development. Prior to Brocade, he held leading executive positions at Cornerstone Peripherals, Compact Devices and Adaptec.

Top Priority For 2004: Technical engagement and education.

Top Challenge For 2004: Infrastructure development.

Guilty Pleasure: Five-day motorcycle rides to Montana.

Check Point Software Technologies
NEIL MCNAMARA, vice president of sales, Western Hemisphere

McNamara have more than 18 years of experience in the computer and networking industry. He manages all Check Point sales to North and South America, including the Caribbean and the U.S. federal government. McNamara has been with Check Point Software since 1999.

Top Priority For 2004: To continue to work on improving partner programs and relationships with our partners. Because 100 percent of Check Point's sales are done through the channel, the company relies heavily on partners, and must continually strive to provide what they need in order to make their experiences positive.

Top Challenge For 2004: Making sure Check Point's channel hears about and understands any changes, including new products and services. Getting the company's messages out and understood is critical.

Guilty Pleasure: My New Year's resolution is to find a guilty pleasure in 2004.

Cisco Systems
PAUL MOUNTFORD, senior vice president of worldwide channels

Mountford is responsible for the development and implementation of Cisco's global channel strategy as well as day-to-day channel operations. His primary responsibility is to drive revenue growth through indirect sales channels. Currently, more than 80 percent of Cisco's business goes through indirect channel partners.

Cisco Systems
CHUCK ROBBINS, vice president of U.S. channels

Robbins is responsible for developing and implementing channel strategy and day-to-day field operations in the United States. He has served in this role since March 2002. Prior to this assignment, he was responsible for building Cisco's Atlantic and federal channel organizations.

Top Priority For 2004: To execute and deliver on all the partner profitability commitments made at the Partner Summit.

Top Challenge For 2004: Developing the systems, processes and tools to deliver on our partner profitability commitments.

Citrix Systems
ROSS BROWN, vice president of worldwide channels and operations

In Brown's 13-plus years in the industry, the has developed and executed major go-to-market programs for GE, Imation, Microsoft, Nortel Networks, Verizon and other technology companies. At Citrix, he is responsible for go-to-market planning, including global channel programs, pricing and licensing, and customer segmentation.

Top Priority For 2004: To train and develop partners to deliver a broader message around Access Infrastructure solutions. Also, identifying the partners in Access' program who could be doing more with the company and developing them this way is a core objective globally.

Top Challenge For 2004: Dealing with old messaging and partners who are "coasting"; getting them all to speak of Access in the same broad way, then to differentiate under that messaging umbrella.

Guilty Pleasure: Chris White's Top 5 (www.topfive.com),I never miss a daily list of their humor.

Computer Associates International
GEORGE KAFKARKOU, senior vice president of worldwide channel operations, sales and marketing

Kafkarkou brings more than 20 years of IT experience to CA, where he is responsible for expanding the company's channel programs and enabling partners in their work with customers. He joined CA in 1982, serving in several executive roles.

Top Priority For 2004: To continue to make a positive difference,in the areas of support, training, qualified business opportunities and profitability,for more partners at the expense of the competition.

Top Challenge For 2004: Continuing to deliver all the tremendous benefits of CA and CA's Channel Partner Program to all partners in North America.

Guilty Pleasure: Following daily updates of Tottenham Hotspur (a.k.a. "Spurs"), the greatest U.K. soccer team.

Computer Associates International
IRA SIMON, vice president of channel marketing

As head of CA's indirect marketing operations, Simon works closely with the company's channel-distribution and reseller partners. He joined CA in 1997 and is the architect of CA's award-winning channel-partner program. Prior to that, Simon was director of marketing at Pantone.

Top Priority For 2004: To ensure that channel partners can articulate to customers the true value of the integrated solutions CA offers. Profitability is the key to the CA Channel Program. The company is focused on providing unprecedented profit potential to partners.

Top Challenge For 2004: Expanding CA's brand into new markets. Maximizing the opportunity in the small to midsize and consumer spaces.

Guilty Pleasure: Chances are, if there is a snowfall, I will be too sick to get into the office (I'll be on the ski slopes instead).

Corel
GISELE SANCHEZ, director of channel sales, the Americas

Sanchez spearheads Corel's channel programs. Since joining the company in 1995, she has worked in a number of sales roles, including international sales, education sales, retail/distribution sales and VAR sales.

Top Priority For 2004: To strengthen relationships with VAR partners by delivering business opportunity and value through continuous and consistent communication. Special emphasis will be placed on increasing Corel's presence within the small to midsize business community and working closely with channel partners to reach this key customer segment.

Top Challenge For 2004: Rebuilding partner confidence and loyalty. A newly private company with a clear strategic direction and product focus, Corel is taking the steps necessary to improve the quality of interactions with current and prospective partners.

Guilty Pleasure: I'm hooked on "The Apprentice."

DELL
FRANK MUEHLEMAN, senior vice president and general manager

At Dell, Muehleman is responsible for sales, marketing and customer service. Prior to joining the company in 1998, he served as president of Psion.

D-Link Systems
GREG AVERA, vice president of channel sales

Avera is responsible for all of distribution, catalog, VAR, online channel sales. He's been with the company for three years. Prior to that, he was with ViewSonic, where he was director of enterprise sales.

Top Priority For 2004: To establish a more direct line of communication with a larger number of our solution providers, beyond the national players.

Top Challenge For 2004: Repositioning and accurately representing what D-Link can do today for our partner base. We're a much better channel partner than we ever were before.

Guilty Pleasure: Six-pack of cheap beer and The National Enquirer.

Eastman Kodak
SUSAN L. CARDOT, director of US&C marketing and sales operations

Cardot came to Eastman Kodak in 1992 from General Electric Aerospace Division, where she was a systems engineer. At Kodak, Cardot began working in satellite image-sensor systems, and has served, among other positions, as director of quality, health, safety and environment, commercial and government systems.

Top Priority For 2004: To create a motivating work environment focused on measurable business successes.

Top Challenge For 2004: Achieving top-line revenue growth.

Guilty Pleasure: My own bucket of popcorn at the movies that I don't have to share!

EMC
GREGG AMBULOS, vice president of global channel sales

Ambulos came to EMC from Hitachi Data Systems in 1998. He is responsible for developing and managing EMC's global sales efforts and relationships with OEMs, resellers and systems integrators. Ambulos previously served as the company's divisional vice president of sales (southwestern United States).

Top Priority For 2004: To build on last year's success by leveraging the Velocity Partner Program and continuing to expand the self-enablement of our partners.

Top Challenge For 2004: Educating and providing tools for partners to realize the breadth of EMC's products and solutions for information life-cycle management.

Guilty Pleasure: Cruising on my Harley.

EMC
JOHN KOURY, vice president of channel marketing

The first product Koury sold was an Osborne 01. Since then, he has held executive sales and marketing positions at Digital and Compaq. After 20 years in and around the channel, he joined EMC in 2003.

Top Priority For 2004: To continue to build out the infrastructure for EMC's worldwide Velocity Partner Program.

Top Challenge For 2004: Keeping pace with the requirements of EMC's solution providers around the world as they grow EMC share in the midmarket.

Guilty Pleasure: The Flashman novels, by George MacDonald Fraser.

Enterasys Networks
COSMO SANTULLO, executive vice president of worldwide sales and services

With more than 25 years of high-tech experience working for companies such as IBM and EMC, Santullo is focusing primarily on delivering integrated solutions, strengthening relationships with key partners and building a best-in-class service organization.

FalconStor Software
WENDY PETTY, vice president of sales

Petty has been with FalconStor since its inception in 2000, where she is responsible for establishing and expanding the company's network of channel partners in the United States, Canada and South America. She previously ran the direct and indirect sales organizations at a number of major software companies.

Top Priority For 2004: To expand indirect business via the release of new products.

Top Challenge For 2004: Effectively educating FalconStor partners.

Guilty Pleasure: Sharing dessert with my three sons.

Fujitsu Computer Products of America
LORNE WILSON, vice president of channel sales and marketing

Wilson has more than a decade of hard-disk drive sales and marketing experience. Prior to joining Fujitsu Computer Products of America, Wilson served as vice president of OEM sales at Chaparral Network Storage.

Top Priority For 2004: To continue to increase the breadth of solution providers engaged with Fujitsu and strengthen relationships with current partners.

Top Challenge For 2004: Ensuring Fujitsu's channel partners are positioned to capitalize on the storage industry's upcoming transition to small-form factor and serial implementations.

Guilty Pleasure: A walk on the beach each Friday evening with my family.

Fujitsu Computer Products of America
DON MCMAHAN, vice president of sales, Imaging Products Group

In more than five years at Fujitsu Computer Products of America (FCPA), McMahan has been responsible for managing the sales of FCPA imaging products in the United States and Latin America. He brings more than 20 years of technology-channel experience to his post.

Gateway
STEVE MCALLISTER, vice president and general manager of alternate channels

McAllister, an 18-year veteran of the high-tech industry, oversees Gateway's recently launched Gateway ProNet reseller program. McAllister previously was head of alternate channels at Xerox for five years and has held senior positions at several other software and hardware companies.

Top Priority For 2004: I really have two priorities. The first is recruitment. The second is growing our partner-channel sales to 50 percent of Gateway's total SMB revenue by being a channel-focused organization.

Top Challenge For 2004: Continuing to communicate our message effectively and maintain high levels of support to partners while dramatically expanding our partner base.

Guilty Pleasure: I own a Mercedes and tend to drive pretty fast, particularly on a nice straightaway in back of Gateway's headquarters in Poway, Calif.

Hewlett-Packard
KEVIN GILROY, vice president and general manager, commercial channels, Americas

Gilroy began his IT career in 1981, as a financial analyst and branch manager for Hewlett-Packard. He eventually assumed a position in distribution management for the eastern United States, and in 2000 promoted to vice president and general manager of North American channels.

Hewlett-Packard
DAN VERTREES, vice president and general manager of enterprise partners, Americas

With more than three decades of experience in the IT industry, Vertrees most recently has been tasked with designing HP's new channel structure. In addition, he drives HP's revenue and profitability of enterprise products and solutions.

Hitachi Data Systems
THOMAS VALIANTE, vice president of channel sales, North America

Drawing on a broad base of channel experience, Valiante is responsible for building and motivating Hitachi Data Systems' distributors, reseller systems integrators and global solution providers, including HP and Sun.

Top Priority For 2004: To make partners independent and self-sufficient in HDS professional services, software and hardware.

Top Challenge For 2004: Increasing competition and focus from all vendors for partner mind share and business growth.

Guilty Pleasure: Nine days in Maui every year with no work.

IBM
MIKE BORMAN, general manager of Global Business Partners

Borman joined IBM as a programmer in 1977 and was named vice president and general manager of IBM Global Business Partners in 2003. In the interim, he spent one year as president and COO of Blue Martini Software, an IBM business partner, and has held several executive positions with IBM.

Top Priority For 2004: To help business partners gain competitive advantage, experience growth and increase profitability by integrating the total portfolio of IBM offerings, solutions and programs.

Top Challenge For 2004: Finding new ways to enhance the total business partner experience through improved ease of doing business and business-partner satisfaction.

Guilty Pleasure: Starbucks coffee,anywhere in the world.

IBM
SCOTT COOPER, vice president of worldwide business partner marketing at IBM Software Group

Cooper was named to his current post in October 2002. Today, he oversees IBM's complex software channel programs. He's also responsible for software channel enablement, channel campaigns, business partner recognition and events, and channel communications. Before this position, he served as vice president of Lotus Solutions and managed the teams responsible for channel development and enablement.

Top Priority For 2004: To activate the partners that have bought into IBM programs and initiatives launched last year.

Top Challenge For 2004: Same. IBM has enough humans and money to solve most any problem, but applying them in the right order and pressure is key to our strategy and success.

IBM
MARY GARRETT, vice president of distirbution channels and midmarket, IBM Global Services

Garrett is responsible for the worldwide services channel strategy and growing share in the midmarket customer set. Her responsibilities include midmarket segmentation, offering and delivery development, channel selection and enablement, and demand generation. She is also responsible for optimizing IGS' routes to market across the portfolio for both large and small customers, and growing the use of alternate channels.

Top Priority For 2004: To help IBM Global Services increase share of midmarket business and communicate the impact and value of IBM's Principles of Engagement.

Top Challenge For 2004: Convincing more partners that IBM Global Services is an ally they can trust to help grow their businesses.

Imation
JASON ELLES, channel development manager

Before joining Imation, Elles spent two years at GE Capital IT Solutions as the HP and Hardcopy product manager. At Imation, he is responsible for setting and executing the company's channel and investment strategy for B2B channels.

Top Priority For 2004: To enhance Imation's relationship with channel partners, with a focus on exceeding end-user requirements.

Top Challenge For 2004: Growing Imation's share in key growth products such as CD, DVD, USB Flash and LTO/Ultrium.

Guilty Pleasure: Nothing guilty, but I never miss an opportunity to watch my 5-year-old son play T-ball, or to dance with my 4-year-old daughter in the safety of our living room...so others don't have to see me dance.

Intel
SOPHIA CHEW, vice president of the sales and marketing group, general manager of reseller channel operations

Chew joined Intel in 1986 and is responsible for worldwide distribution channel sales and marketing of branded Intel architecture and networking products. Prior to that, she was director of Intel's APAC (Asia-Pacific) reseller channel operation.

Top Priority For 2004: To grow faster than the industry by utilizing our technology and brand leadership, while building even stronger affinity with our channel members worldwide.

Top Challenge For 2004: Expanding our channel programs to uncharted countries like Nigeria, Mongolia and Venezuela. In North America, focusing on enabling the channel to play a relevant role in the digital home.

Guilty Pleasure: I've always had a keen interest in fast, sleek cars. I relocated to the United States from Asia six months ago and plan to treat myself to a fancy, new car.

INTEL
SHIRLEY TURNER, director of North America channels marketing

Turner oversees all marketing and program activities for distributors, systems builders, integrators and VARs for Intel's branded Intel Architecture products and converged communications products. She has been with Intel since 1984.

Top Priority For 2004: Growth, based on technology and brand leadership, while building stronger customer affinity.

Top Challenge For 2004: Establishing a robust digital home-channel ecosystem, while strengthening the white-box/white-book ecosystem already in place.

Guilty Pleasure: Anything chocolate.

INTEL
STEVE DALLMAN, director of Americas distribution and channel sales and marketing

Dallman is a 24-year veteran of Intel, having held several key positions in the sales and marketing group as a district sales manager, regional sales manager and IA distribution marketing manager.

Top Priority For 2004:To be prepared for the opportunities we will see this year in mobility, servers and the digital home. These areas are the growth opportunity for the channel in the next few years.

Top Challenge For 2004: Understanding both the business model and product opportunity while developing new channel programs that can best enable our channel program members to participate in the digital home build-out.

Guilty Pleasure: My wife, sun and beer on a beach in Cabo San Lucas.

Iomega
GREG RHINE, senior vice president of sales

Rhine joined Iomega in 2002 as vice president and general manager, Americas. He previously served as worldwide vice president of sales and support at Palm, and in various channel-sales and channel-management positions during his nine-year tenure at Apple.

Top Priority For 2004: To continue to execute the company's strategy of evolving as the leading provider of mobile and networked-storage solutions for consumers and small and midsize businesses.

Top Challenge For 2004: Getting the word out to our VARs and resellers about REV, Iomega's new storage solution.

Guilty Pleasure: For me it's "The Sopranos",when I get the chance.

KONICA MINOLTA PRINTING SOLUTIONS U.S.A.
MARK COUTTS, executive director of commercial sales

For the past five years, Coutts has been the executive director of commercial sales at Konica Minolta Printing Solutions U.S.A. (formerly Minolta-QMS). Previously, he served in various management positions in the copier industry.

Top Priority For 2004: To develop major account opportunities in partnership with our registered resellers.

Top Challenge For 2004: Convincing major accounts that Konica Minolta Printing is a viable alternative to HP and Lexmark.

Guilty Pleasure: Fly-fishing.

LEGATO Systems
ROB SIMONDS, vice president of channel operations

Simonds joined Legato in June 2001, with 20 years' industry experience in the mainframe, data-warehousing and data-management software sectors. At Legato, Simonds has led the development and launch of its Global Partner Program.

LEVEL 3 COMMUNICATIONS
GLENN RUSSO, senior vice president

Russo is responsible for Level 3's global partner and channel development. Prior to his current role, he managed Level 3's Transport and Infrastructure business lines. Prior to Level 3, he held senior positions with ExxonMobil and Bridgeworks Network Integration in sales, finance, strategic planning and IT.

Lexmark International
SCOTT DUNSIRE, vice president of U.S. business channels and alliances

Dunsire brings 17 years' experience in selling and managing all channels of distribution for such companies as Canon Computer Systems, Epson and Toshiba America to his position at Lexmark.

Top Priority For 2004: To identify segments and quantify midmarket opportunities by industry verticals for solution providers. Lexmark wants to help transfer vertical-industry knowledge to the channel in an effort to help provide a differentiator from the traditional box-mover approach.

Top Challenge For 2004: Helping the channel see the opportunities in the solutions approach to selling and transferring the skills needed to the channel so it recognizes this importance.

Guilty Pleasure: Coaching my son's pee-wee hockey team. Nothing beats 6 a.m. weekend practices with 15 11- to 12-year-olds!

Liebert
JERRY PATTON, vice president of sales

Patton is responsible for all North American channel sales and sales strategies for Liebert's UPS, Precision Air Conditioning and Monitoring business units. Patton has more than 20 years' experience in the industry.

Top Priority For 2004: To continue to lead the industry in high-availability and extreme-density heat solutions from the server to the supercomputer.

Top Challenge For 2004: Getting resellers to realize that Liebert scales enterprise-level, high-availability solutions to rackmount network applications. This gives resellers the opportunity to provide better solutions to their customers at higher margins.

Guilty Pleasure: Riding a Harley and playing golf,obviously at different times!