Lenovo has recruited two industry old timers to boost its corporate sales team with Steve Kendall-Smith climbing on board as director of public sector and Nick Nonini as enterprise sales director.
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IT veteran Nonini, who was sales director for global strategic alliances at AVG until June last year also spent time at Vodafone, T Mobile and HP, while Kendall-Smith held senior positions at Dell and Fujitsu Siemens Computers.
The duo will report to Glen Williams, Lenovo executive director for northern Europe, who runs a 40-strong team that interacts with end-customers but funnels the business through parnters.
"In terms of the message to the channel, [Nonini and Kendall-Smith] will only strengthen our relationship with partners to grow our [indirect] business faster," he added.
"We have got a handful of direct customers in my space but we are trying to drive those through the channel," he told MicroScope.
The Chinese giant, which also has some global accounts that it sells to directly, cleaned up its partner egnagement model with the introduction of the One Channel structure in 2009.