Internet Security Systems has appointed Tom Moir to the newly created role of southern region business development manager.
He will lead a team working with the vendor's partners to develop new customer opportunities as well as support existing clients across Victoria, SA and Tasmania.
"My role is to create demand for our channel through direct end-user touch and joint campaigns, coupled with event management and targeted marketing efforts," he said.
Moir has a 13-year track record in security, and was most recently with SecureX. Prior to that, he worked with SecurNET.
Shortening the sales cycle in the channel would be one of his main priorities, Moir said.
Expanding its channel partner base was also a possibility, he said.
Current ISS partners include Cybertrust, Dimension Data and manageNET as well as new recruit, Bridge Point.
"I would welcome a number of new partners if they are able to add value to our local efforts without diluting revenue across too many players," Moir said.