Vitagliano Takes Over Americas Channels at Juniper

By Lawrence Walsh  |  Print this article Print

Frank Vitagliano is stepping back from his global channel role at Juniper Networks to focus exclusively on partners in the Americas. His goal is to bring more focus and performance to the carriers, service providers and resellers marketing Juniper switching, networking and security products.

Juniper Networks' global sales and channel leader for the last four years, Frank Vitagliano, has been named senior vice president of partners-Americas—a new position focused entirely on enabling and growing Juniper sales through carrier, service and reseller partners.

"This is exactly what I want to do," Vitagliano said in an interview the morning of May 13. "There are few times that you're able to say this is the job I really want and this worked out well for us."

The announcement of Vitagliano relinquishing the reins of overall sales comes less than two weeks before Juniper's channel partner conference in Phoenix, and at a time when Juniper is experiencing solid growth in its switch and enterprise business. In 2009, Juniper posted 25 percent growth in enterprise sales, and it posted a 27 percent growth in the first quarter of 2010. The message Vitagliano will bring to partners in Phoenix: more focus.

"This doesn't change much, but it will provide new focus on a particular theater, on what we can accomplish cooperatively when we focus rather than just set general direction," he said.

A key market Vitagliano will focus on is the United States, which represents more than 50 percent of Juniper's business, the company said.

The change in channel leadership was born out of Vitagliano's previous role as head of sales and channels. He noted the need for strategic leadership regarding the growing number of carrier and service partners and resellers, which were siloed into different departments and strategies. When the opportunity came to create the position, Vitagliano decided to take on the role himself.

Juniper is currently searching for a new senior vice president of worldwide partners and channels. Vitagliano will oversee both roles until a replacement is found and will continue to report to John Morris, executive vice president of worldwide field operations.

Lawrence Walsh Lawrence Walsh is editor of Baseline magazine, overseeing print and online editorial content and the strategic direction of the publication. He is also a regular columnist for Ziff Davis Enterprise's Channel Insider. Mr. Walsh is well versed in IT technology and issues, and he is an expert in IT security technologies and policies, managed services, business intelligence software and IT reseller channels. An award-winning journalist, Mr. Walsh has served as editor of CMP Technology's VARBusiness and GovernmentVAR magazines, and TechTarget's Information Security magazine. He has written hundreds of articles, analyses and commentaries on the development of reseller businesses, the IT marketplace and managed services, as well as information security policy, strategy and technology. Prior to his magazine career, Mr. Walsh was a newspaper editor and reporter, having held editorial positions at the Boston Globe, MetroWest Daily News, Brockton Enterprise and Community Newspaper Company.