Mail solutions vendor, Pitney Bowes, has appointed Joseph Saleh as channel director.
Saleh previously worked for Ingram Micro as its national sales manager for its HP portfolio for two years before making a shift to this newly created role. He also held similar roles at Fuji Xerox and Kyocera.
“I wanted to look at a role which provided a challenge for a company with a growing channel,” he said.
Pitney Bowes has predominantly gone direct and maintained a small channel presence in regional areas, but is shifting its focus towards an indirect strategy.
“It is opportunity to work on something from the ground up,” Saleh said.
He will focus on providing value proposition for channel partners and introducing incentives such as rebate plans and marketing funds to entice metropolitan channel players.
“We need to create a strong channel business and we need to have a strong channel structure to start with,” Saleh said. “We want to form stronger relationships with channel partners rather than seeing them as a conduit for selling our products.”
Pitney Bowes has 20 major partners in regional areas and is in the process of signing up metropolitan resellers, Saleh added. It has a channel manager in each state to manage channel relations.