Dell changes global channel and sales leadership

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Dell changes global channel and sales leadership
Michael Dell

Dell Technologies President and Chief Commercial Officer Marius Haas—who helped establish Dell, EMC and VMware as a combined channel and technology powerhouse—has unexpectedly retired, effective February 3rd, 2020.

Haas, who is widely credited with successfully integrating the Dell and EMC channel organisations, was unavailable for comment.

Haas’ ability to drive strong channel relationships, as Dell Technologies combined the Dell EMC channels along with tight alignment with VMware, helped drive massive channel storage sales growth. That storage charge was a critical factor in Dell EMC’s ability to pull ahead of Hewlett Packard Enterprise as the worldwide leader in storage.

"Marius' contributions to Dell Technologies will far outlast the seven years he has been with the company,” said Michael Dell, founder and CEO of Dell Technologies, in a statement. “I thank him for his leadership and wish him all the best as he begins this next chapter.”

One of the most vocal channel supporters in the industry, Haas was responsible for Dell Technologies’ global go-to-market organisation, delivering innovative offerings to commercial customers, as well as leading Dell’s channel partners. He was a keynote speaker at many of Dell’s largest customer and partner events over the years.

Haas’ responsibilities will be assumed by Bill Scannell, Dell’s president of enterprise sales and customer operations. Scannell will add commercial and partner sales to his responsibilities when Haas departs in February and will become the new president of the combined sales organisation.

Currently president of enterprise sales and customer operations for Dell, Scannell will add worldwide commercial and partner sales to his responsibilities and become president of a new “combined sales organisation,” according to Michael Dell.

"Given this change, we have the perfect opportunity to consolidate our sales organisations under the leadership of Bill Scannell,” Michael Dell added. “Bill is an outstanding leader, known for his customer-first mindset, who will ensure the best experience for our customers and team as we make this transition."

Scannell most recently led Dell’s Enterprise Partner Preferred Program, which handed over 2000 under-penetrated enterprise accounts to channel partners to find net-new opportunities with the full backing of Dell EMC sales representatives. “We’ll win or lose with our partners,” Scannell told CRN USA at the time.

Dell also has a new chief operating officer: Michael Dell’s right-hand man and longtime Dell leader Jeff Clarke.

Clarke’s role as vice chairman will be expanded as the new COO to include oversight of day-to-day business operations, working closely with executives across Dell Technologies. Clarke is currently responsible for leading the company’s Client Solutions Group, Infrastructure Solutions Group, Global Supply Chain and working with VMware CEO Pat Gelsinger to drive innovation and integration.

"Jeff has been a trusted adviser to me for more than 30 years," said Michael Dell, chairman and CEO of Dell Technologies in a statement. "Jeff is well regarded by the industry, our board, key stakeholders and team members. The way he intersects our technology vision with operational excellence makes him the ideal COO and partner."

Clarke taking over the COO reins means he will be responsible for shaping Dell’s strategic agenda and aligning priorities across Dell Technologies executive leadership team, which includes the leaders of Dell EMC, VMware, SecureWorks, Pivotal, RSA and VirtuStream. He also oversees the engineering, design, development and sales for the majority of Dell’s products including end-user computing software, data protection, desktop, networking, notebook, servers, storage and workstation solutions.

During Dell’s recent third fiscal quarter earnings announcement, Clarke was bullish about his company’s future.

“Dell Technologies is innovating and integrating solutions across our entire portfolio to create the technology infrastructure of the future for our customers,” said Clarke. “Our highly differentiated set of offerings enables us to continue to win in a consolidating industry, while also driving long-term value for all stakeholders.”

This story was compiled by CRN Australia from three CRN USA stories.

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