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IBM software channels boss to head up broader mid-market push

IBM software channels boss to head up broader mid-market push

Sue Hope gets promoted to lead of general business for IBM's software group to better align its business partners and mid-market teams

IBM has selected a new head of general business for its software group

IBM has selected a new head of general business for its software group

IBM software channels executive, Sue Hope, has been promoted to head of general business for the vendor’s software group.

She replaces former SMB lead, Jason Jamieson, who has taken on an Asia-Pacific role, and sits alongside IBM’s sector leaders for enterprise and federal government. Hope will retain responsibility for IBM’s software channels.

The management restructure followed a broader Asia-Pacific push to better integrate its mid-market and SMB software business with its channel and grow its share of the market, Hope said.

“My Asia-Pacific leader, Rashmy Chatterjee, also manages general business and channels, and my other counterparts [regionally] have that responsibility already, so it made sense to take on the role myself,” she said.

“This is an opportunity to get synergy across the teams. My focus is to educate the general business team on the benefits of partners and get them working with the channels team more closely. We will be looking at which partners can add value in an opportunity and getting partners more involved.

“We want to start proactively by driving an account plan, talking about external routes to market and looking at what roles our partners can play.”

Last month, the vendor also appointed a dedicated mid-market leader, Bridgette Acke, to work with business partners and the IBM channels team and identify new mid-market opportunities.

“We’ve got some big accounts in our general business segment – such as Adelaide Bank and Rio Tinto – which all now fall into my realm of responsibility,” Hope said. “When you look at the scale and breadth of these deals there’s a lot of scope to engage and work with partners now.”


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