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.