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New Zyxel Sales Boss On Retooling Channel Program, And Pinching Partners From Cisco Meraki, Ruckus And Ubiquiti

David Soares is responsible for Zyxel's channel operation and already has plans for changes, including beefing up program rebates and convincing more VARs to take on the challenges of becoming managed service providers.

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Gearing Up

David Soares is planning to make a splash in the early days of his tenure as vice president sales North America at networking industry veteran Zyxel.

Soares has been with Zyxel three months, and was named North America sales leader Tuesday. In the new role, Soares will have responsibility for Zyxel's channel operation, and he already has plans for a few important changes, including beefing up program rebates, convincing more VARs to take on the challenges of becoming managed service providers, and aggressive partner recruitment efforts.

Partner recruitment will focus on MSPs that are looking to defect from competitors' programs or to bring on an additional vendor to complete a multivendor networking strategy, Soares said.

Soares has spent the bulk of his nearly 30-year career with startups. Most recently, he spent 16 years at Netgear, where he was part of the executive team that grew the company from its birth to its IPO in 2003. At Zyxel, he replaces Matt Dargis, who is now vice president at Kensington.

After leaving Netgear three years ago, Soares spent a year in film school, made an investigative documentary about the secondary education system in Jamaica, and traveled for two years indulging his passion for wildlife.

What follows is an edited excerpt of Soares' conversation with CRN.

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