Senior Vice President of Worldwide Channel Operations
With a decade of experience at the security vendor, Gavin Struthers, is now the man in charge of McAfee’s entire global channel strategy and operations. In that position, he’s become well known for keeping the company focused on making strategic investments, driving partner innovation, differentiation, growth, and profitability, and ensuring that partners continue to be trusted security advisors for their clients. Struthers brings to the larger table his experience as vice president of channels, alliances, and specialist sales in the Asia/Pacific region where he was responsible for business development and implementing product go-to-market strategies for McAfee’s channel partners and alliances across APAC. Since taking on the global role a year ago, Struthers has been unapologetic about giving solution providers the hard truths about alignment and customer entanglement: that in order to capitalize on a near $30 billion market, they’ll need to focus on fewer vendors and specialize in quality solution delivery. In fact he’s made that part of his five-sided plan of attack for McAfee resellers including fewer vendors, a focus on solutions, strategic planning and execution, team performance enablement and leveraging the McAfee profitability stack. His work is already paying dividends. The top 25 McAfee partners have fully embraced his growth formula principles and are growing more than 30 percent year over year.
One to Watch
Vice President of Global Channels
With more than 15 years of strategic planning, enablement, operations and management experience Emmanuelle Skala is spearheading global channel strategy and programs at Sophos that empower partners and increase engagement among the partner community. During her time at the channel-centric security vendor, Skala created a new solution partner track and tri-level certifications that have expanded the reach and number of Sophos partners, and helped these solution providers increase their skill sets. On Skala’s watch, Sophos has also made significant investments in partner enablement and empowerment programs including a fully overhauled partner portal, new global partner conferences and roadshows, and increased MDF and rebates for partners.
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