APC powers up channel team

UPS vendor, American Power Conversion (APC), has appointed its first channel development manager as part of efforts to drive partners into the enterprise infrastructure market.

New recruit, Danielle Street, said her first task was to review existing partners to ensure all had the training and skill sets required to push into the enterprise sector. The vendor had established a charter earlier this year to expand its channel out from power supply sales towards broader networking infrastructure deals with its InfraStruXure product suite.

"Channel partners have traditionally focused on the hardware and software part of the market. We want to take this to the next level down and ensure they have capabilities to gain more of the IT spend," Street said.

"Existing partners need more training on the whole suite. Previously, they might have been focused on one of our products."

APC was also keen to work with new resellers who had a networking solutions focus.

Street highlighted IP telephony, blade server or data centre nous as the type of skills being sought after.

From a geographic perspective, the vendor hoped to enlist more state-based silver partners, she said.

Prior to joining APC, Street was channel account manager at Juniper Networks for 12 months. She also worked on building up partners during her tenure at wholesale telco, Comindico.

Street will report directly to APC channel manager, Yasser Elgammal.