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CRN Exclusive: Dell Makes Ambulos North America Channel Chief, Assembles New Top Sales Teams

Dell Technologies has made Gregg Ambulos its North America channel chief as part of a new leadership roster under global channel chief John Byrne.

Byrne and Dell Technologies President and Chief Commercial Officer Marius Haas detailed the company’s channel and sales leadership team in an exclusive interview with CRN.

Byrne, who was made global channel chief in July, said former channel chief Cheryl Cook will lead the company’s global channel marketing efforts reporting to marketing Senior Vice President Nina Hargus. Hargus, in turn, reports directly to CMO Jeremy Burton.

[Related: Report: Dell To Cut 2 Percent Of Workforce This Year In Bid To Trim Costs, Pay Down Debt]

In her new role, Cook will be responsible for branding, communication, channel events, MDF program execution, and partner planning and experience in coordination with Dell regional teams, Byrne said. Cook will have a “dotted line” to Byrne, and be part of his staff meetings, Byrne said.

“We had an unbelievable opportunity to have Mr. Ambulos run the Americas,” Haas told CRN, “and I think that’s absolutely the right decision to make.”

Haas also explained that the new leadership structure allows Dell to unify its channel operation and its sales operation.

“We’ve said we’re going to create one best-in-class channel sales organization. In each region, these leaders will hard-line into John [Byrne] to make sure we have an unbelievable focus on execution and aligning with our partners,” Haas said.

Ambulos will report directly to Byrne, but will also interact with Bill Rodriguez, Haas’ head of North America sales, and Chris Riley, senior enterprise sales executive who reports directly to Bill Scannell, president of enterprise sales.

Tightening those relationships, Haas said, will help Dell “make sure we’re in sync so we don’t lose anything in translation.”

Dell closed its $58 billion acquisition of EMC last week. The company said it would run the companies’ channel programs in parallel until Feb. 1, when Dell’s fiscal year begins. At that point, the programs will be fully integrated into a single program.

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