Bull's Eye Awards: Newcomer of the Year

  • By

    Carolyn April

    | Posted 2009-12-22
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Personable, innovative and committed to the channel, Fernando Quintero has played a major role in McAfee’s turnaround this year.

After running McAfee’s Latin American channel, Quintero was tapped in May to become vice president of channel sales and operations for the Americas. He is responsible for McAfee's partner relationships as well as building strategies related to sales, marketing, operations and profitability while promoting product and services growth for more than 10,000 partners in the region.

Quintero’s peers praise his focus and proven understanding of the channel, specifically around partner engagement, value-based productivity, speed of execution and agility, which combined have marked his career with a consistent track record of achievements around the entire partner experience and adoption of McAfee's products.

Partners also give him high praise, particularly for his creativity around incentives. This year he launched the McAfee Cash for Clunkers, a competitive displacement campaign that rewarded partners for converting non-McAfee customers to McAfee Network Security Appliances. In addition to increased margins, the program also featured extra bonuses such as free McAfee training Webcasts for partner sales engineers with every approved deal registration.

One of the more innovative initiatives that not only helped increase business but also improved relations between McAfee’s own sales team and its channel partners is Quintero’s McAfee 3x3x3 teaming plan. How does it work? McAfee gives the partner three new sales opportunities, the partner provides three to McAfee, then both parties work together to identify and manage three new opportunities. Quintero believes the knowledge-sharing alone will drive business and smooth the go-to-market message.

These types of tangible enablement and incentive programs were exactly what many of McAfee’s disenfranchised partners needed to see. Prior to Quintero’s ascension to this role, several McAfee partners and defectors had complained that margins on McAfee products were declining into the single digits and that the channel organization wasn’t focused. Channel executive shuffling didn’t help matters. Last year, longtime channel chief David Dickison was ousted in favor Lisa Loe, a longtime channel executive at Symantec, who left just three months later.

Quintero has ushered in much-needed stability. He runs a tight ship and maintains high standards for himself, but also for his team and McAfee’s business partners. But his affable personality and knack for creative—and fun—program elements have earned his partners’ trust.

It’s easy to see why we at Channel Insider chose Fernando Quintero for the Bull’s Eye Award for Newcomer of the Year.


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