CA has appointed three new channel account managers as part of a shift away from a geography-based channel model to a business unit approach.
Director of channel sales Pacific, Klasie Holtzhausen, said the new model was based on a need to be more solution-focused.
“To be able to really articulate the value proposition and support our partners around specific technology areas, we need to be more focused and more specialised in those areas,” Holtzhausen said.
“Hence moving away from a territory model in WA, SA, NSW and Victoria, and replacing that with a more solution-focused model.”
The three new channel account managers are: Russell Sands, who will head up the security unit; Rodney Walkenhorst, who takes on the governance business unit; and Toni Le Marseny, who will be in charge of the business service management unit. Each will report directly to Holtzhausen.
Sands previously worked for Fraud Management Technology and before that for 10 years at IBM.
Walkenhorst moves across from four years at Sun and prior to that PeopleSoft. Le Marseny hails from Fujitsu where she worked with CA products and also has experience at Express Data.
“I’ve asked them to really review our current status quo with the channel and look at how we can really move the channel to a long-term sustainable model for CA,” Holtzhausen said.
“The key focus will be understanding the core businesses of our partners, what growth strategies they have, and then how we can add, supplement and support their core businesses as well.”
In recent months, CA has been no stranger to chopping and changing its channel team.
In September, CA’s local channel sales chief, Allan Smith, quit his post just three months after taking on the role. His predecessor, Michael Bosnar, had also resigned after only a short stint.
And in early October, country manager, Tony Armfield, resigned to pursue other interests.
Holtzhausen acknowledged the changes and hoped the new model and appointments would bring some stability to the team.