IBM Selects New Domestic Business Partner Chief

"Towney's services background will make our solutions portfolio even stronger," Atkins tells VARBusiness. "One of our powers is the ability to bring a broad solution set, and Towney will help drive that ... The partners can count on our continued focus and support."

Kennard says he views his new position as "clearly an extension of what I was doing at IGS, from the other side of the table. I hope to keep the momentum going for ... the team."

Kennard replaces Greg Adams, who increased business through the channel and has been named managing director for IBM's Home Depot account.

"We had a great leader with Greg. Success with our channel programs has allowed Greg to take advantage of this career opportunity," Atkins says. "It's a great opportunity for him."

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For more than five years, Kennard oversaw major technology Alliance partnerships for IGS, including those with Cisco and Nortel. He joined IBM in 1978 and has held sales and marketing positions in the Data Processing Division, Personal Systems Group, Integrated Systems Solutions and IGS. He also helped establish IBM in the IT outsourcing marketplace in Asia.

In other business partner team appointments, Fred Tufts has been named vice president of Global Business Partner Sales, a new position Atkins. Tufts will serve as the global sales leader, providing functional direction to geography business partner sales leaders in the Americas, Asia Pacific and Europe/Middle East/Africa. Tufts has 15 years of channel experience at IBM in both the value and volume segments and has held executive positions in all three geographies.

Bob Finnecy, formerly vice president, SMB Solutions and Integrators, IBM Americas, has been slotted to fill Tufts' previous position as vice president of Americas Business Partner Sales, reporting to Kennard.

And Debra Thompson, who was vice president of marketing, Global Small and Medium Business, has been named vice president of Global Channels Marketing and Management, taking business direction from Atkins.