CRN Recognizes Dell Executives As 2016 Channel Chiefs

CRN just announced their Channel Chief Awards, which are considered to be one of the highest honors to receive in the channel industry. The winners of this award are described by CRN as the “who’s who of channel management – heading up the partner programs that solution providers depend on to run their businesses.” We are thrilled to announce that for the third year in a row, Dell executives were recognized as the Most Influential Channel Chiefs by CRN. Congratulations to Cheryl Cook, Frank Vitagliano and Jim Defoe!

We continue to make key investments in the channel program with new rebates, incentives, training and new and expanded competencies for partners that were announced at Dell World 2015. Incentives include growth accelerators for global Premier and Preferred partners selling Dell storage, networking, server, client and software products to new customers. New financing solutions include global Scale Ready Payment Solutions for service providers that offer "Pay-as-you-Grow" payment options, as well as Scale-on-Demand options based on usage. We’re empowering our partners to be “future ready”.

Our commitment to the channel remains unchanged, with our intent to keep growing channel to outpace the market. Our PartnerDirect program is evolving to better enable solution selling and cross-sell, upsell opportunities and is committed to streamlined Dell sales team alignment to bring us closer to our partners and the customers we serve. For partners this means better joint sales engagement, stronger and longer term relationships, and improved account planning.  

In addition to being recognized as 2016 Channel Chiefs, Cheryl, Frank, and Jim also made CRN’s 50 Most Influential Channel Chiefs list.

Cheryl Cook is Vice President of Global Channels & Alliances for Dell and is responsible for leading the channel strategy. She is responsible for setting the partner strategy, channel programs, training, certification, and global channel marketing programs that enable partners to grow their business with Dell. Recently, Cheryl was honored as one of CRN’s 20 Channel Chiefs to Watch and CRN’s Power 100 – Most Powerful Women of the Channel list. 

Frank Vitagliano is Dell’s Vice President of Global Distribution Sales and Strategy and is responsible for Dell’s distribution business. As part of Dell’s omni-channel strategy, our distributors have played a key role in the growing success of our channel, as well as our Premier and Preferred Partners. In 2015, Frank accepted the Global Technology Distribution Council’s Gold Rising Star award in the category for Hardware revenue of $500 million or more in North America and Europe on behalf of Dell.

Jim Defoe is Dell’s Vice President of Global Commercial North America Channel Sales and is responsible for creating and delivering sales with all channel partners and distributors in North America. During his 18 year tenure, Jim has held a variety of executive leadership roles within Dell.

Dell has had a terrific year and we are excited to continue the growth of our PartnerDirect program based on partner feedback and remain focused on winning in the data center, investing in training, being easy to do business with, and being a long-term partner. Make sure to keep up on the latest news about Dell’s PartnerDirect Program by following us on Twitter: @DellChannel

About the Author: Mary Catherine Wilson

Mary Catherine Wilson is currently Senior Director of Global Channel Marketing for Dell EMC. She is responsible for investing in and educating partners and distributors through marketing enablement. She served for 8 years as Director of Channel Marketing & Programs for North America at Dell where she was responsible for leading the strategy and delivery of Dell's PartnerDirect programs and marketing in US & Canada. Her focus was on Partner Enablement, Partner Growth, and the evolution of Dell's channel program. She has served in a variety of management roles at Dell including Dell's Community and online knowledge bases, Contact Center, and self- service. She has a passion for listening to Partners and translates Partner feedback and insights into solutions and programs that help enable the growth of their business. CRN has named her in the Power 100 Women of the Channel for the past seven years and she was named as a "Top 30 in their 30's" Channel Executives. She is an experienced business leader with over 22 years' experience in management consulting, software development, contact center strategy and operations, and channel marketing. Prior to Dell she was with Accenture and holds a B.A. in Business Administration from Trinity University.