Partners Praise Expanded Role For Juniper Channel Chief Vitagliano

Juniper Wednesday revealed that Frank Vitagliano will oversee its U.S. enterprise sales operations in addition to worldwide channels. Vitagliano also will be responsible for state and local sales, enterprise inside sales, and the emerging technology group.

Sunnyvale, Calif.-based Juniper has integrated its customer facing enterprise sales teams under its three regional vice presidents and put its channel partners under the same structure, said Vitagliano, whose new title is vice president of worldwide sales/U.S. enterprise operations.

"It really comes down to focusing attention and resources on growing the enterprise business," Vitagliano said. Improving the teamwork between the direct sales team and the channel will help the company achieve this goal, he said.

Pat Grillo, president and CEO of Atrion Communications Resources, a solution provider in Somerville, N.J., expects Vitagliano's expanded role to bring some much needed improvements to Juniper's channel program.

"They have a great channel program, but getting the salespeople to work with the channel didn't work," Grillo said. "You can't have the channel doing one thing and the sales team doing another. It was totally fragmented."

There is a large disconnect between Juniper's field sales force and channel partners, but Vitagliano has a proven track record of being able to bring the two together, said Phil Mogavero, president and CEO of Data Systems Worldwide, Woodland Hills, Calif.

The key challenge Juniper faces is to adopt a channel model that will allow partners to make money out in the field, said Gary Jackson, CEO of Suntel Services, a life-cycle services provider in Rochester Hills, Mich.

To allow Vitagliano to focus on the U.S. enterprise business and implementing the new sales team structure, Juniper has strengthened its worldwide channel team, solution providers said.

Donna Grothjan, former vice president of channels, will be promoted to vice president of worldwide channel strategy and operations. Steve Pataky, former director of worldwide channel development and programs, will fill the newly created position of vice president of worldwide channel development and programs, where he'll manage and develop the J-Partner program.

"Having those two in place will help me focus on the enterprise business," said Vitagliano.