McAfee has installed former Corporate Express's NSW IT division manager as its channel and SMB manager.
Nigel Youlden stepped into the new role earlier this month and is charged with driving opportunities into the sub-1000 customer market segment via channel partners. The appointment comes on top of a general restructure which sees the vendor's internal sales team seeking closer relations with its channel.
Youlden will lead a team of small and mid-market channel account managers.
"Our internal sales team used to make outbound calls and then give them over to the channel but what we've recognised is that we can redefine the model," he said. "That team is now on the road talking to partners and are highly visual in the channel."
For his own part, Youlden will be looking for more partners, but doesn't wish to dilute existing programs.
"We already have thousands of partners across Australia and what I want to do is keep the equity in that channel," he said. "We really want to keep quality in our programs so it means something being a McAfee partner."
Youlden previously spent four-and-a-half years with Corporate Express. Prior to that, he held an account manager's position at Dimension Data.