Tech Data’s new senior vice president of endpoint solutions for the Americas, Sammy Kinlaw—the ubiquitous channel chief who has appeared on dozens of main stages—is taking his decades of sales experience at IBM, Lenovo and Lexmark to one of the largest distributors in the country.

“I can very quickly articulate the successes that I had with distribution, where I had return on the capital that I invested and where I did not get a good return,” Kinlaw told CRN. “I mean, it’s not always perfect. It’s varied. And that’s where I think I can help Tech Data.”

Kinlaw talked with CRN about his time with three major manufacturers and how his career seems to have led to this moment. Kinlaw has been named one of CRN’s Top 100 Executives Channel Sales Leaders for the past five years. He arrives at Tech Data from Lexmark, where he spent two and half years as vice president of channel and OEM sales. Prior to joining Lexmark, Kinlaw spent 13 years at Lenovo, departing there as vice president, North America channel and U.S. SMB.