Dell builds its Australian channel team

PC vendor appoints two channel managers to oversee its local indirect strategy
Dell has appointed two Australian channel managers

Dell has appointed two Australian channel managers

Dell has appointed two Australian channel managers in the lead-up to the official launch of its indirect model.

The PC vendor has assigned two internal staffers to oversee its emerging local channel strategy. David Connellan, who has been with Dell for 13 years, was most recently in charge of its NSW regional sales team and commercial customer base and has worked in a variety of operational roles. He will now assume the channel sales director’s post.

Former Dell alliance account manager for Commonwealth Bank and EDS, Rob Makin, will sit alongside Connellan as channel strategy and acquisition manager and is tasked with identifying and recruiting new partners. Prior to joining Dell two years ago, Makin built up a background in sales and channel relations for a variety of vendors in the UK including Vodafone and Compaq.

Connellan said he hoped the combination of his lengthy experience at Dell, coupled with Makin’s channel background, would provide a solid platform from which to launch its local channel strategy. He stressed Dell’s direct and indirect sales channels would be run separately to avoid potential conflict.

Dell would look to bring on additional channel-facing staff as its built out its partner model, Connellan said.

After months of speculation Dell launched its first channel program, PartnerDirect, in the US in December. While there is still no word on when its local partner program will be officially rolled out, the vendor has been in discussions with a variety of Australian resellers and integrators and already begun establishing relationships.

In May, Dell announced office stationary and IT chain, OfficeWorks, as its first Australian retail partner.

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