New Dell Channel Chief: Why Analysts, Partners Like the Choice

By | Managed Services News

Aug 19

Dell Technologies’ strategy for choosing Rola Dagher as global channel chief goes outside of the company’s [virtual] walls — sort of. In her two-decade-plus career, Dagher spent five years at Dell.

Prior to her current role as president, Cisco Systems Canada, where she’s served since June 2017, Dagher worked as vice president and general manager, infrastructure solutions group at Dell EMC for eight months. Before that, she was general manager, enterprise solutions Canada, and executive sales director at Dell for a combined four years. She worked at Bell Canada for 15 years. She follows in the footsteps of Joyce Mullen, who left the top channel spot at Dell in July.

MNJ Technologies' Diane Bierman

MNJ Technologies’ Diane Bierman

“We are sorry to see Joyce leave the position and appreciate all of the programs that MNJ was able to leverage for our growth,” Diane Bierman, vice president of strategic partnerships and sourcing at MNJ Technologies, a gold Dell Technologies partner, told Channel Futures. “We are very excited to hear of Rola’s new role and look forward to hear of her priorities that will benefit MNJ’s growth goals.”

As Dell Technologies’ new global channel chief, Dagher will work closely with partners and lead the company’s global partner strategy and vision, enablement, program design and experience.

Canada Is Cheering

Canada-based
Long View Systems, a Dell EMC platinum business and services partner, is also ready for change in channel leadership at Dell.
Long View Systems' Kent MacDonald

Long View Systems’ Kent MacDonald

“I think Rola is a great choice, as she is returning to her roots with Dell and brings new perspective from her time at Cisco,” Kent MacDonald, senior vice president, strategic alliances at Long View, told Channel Futures. “Rola has always been a great supporter of the channel; thus, this bodes well for the Dell EMC channel.”

An interesting thing about Dagher’s time at Cisco — there, she worked for a company where more than 85% of revenue is partner driven. The figure at Dell hovers closer to the 50% mark.

MNJ’s Bierman is looking for experience in the channel and fresh ideas for growth.

“It is essential for MNJ to have strategic programs that align to our customer’s challenges where NMJ can continue to bring value to our customers,” she said.

Dell’s Deep Bench and Continuity

Dell's Rola Dagher

Dell’s Rola Dagher

Dell has a deep bench of channel expertise at the company. So it wouldn’t have been surprising if you thought the new Dell channel chief would have been an internal pick. Mullen vacated the top channel slot in July. We also learned this week that Paul Shaffer, vice president of sales, global commercial channels at Dell EMC, is moving on. He had a long tenure with the company.

In fact, after the news about Mullen’s departure broke, Bill Scannell, president of global sales and customer operations, who led Dell’s search for its next channel leader, often referred to the company’s great bench of channel leadership as a good place to find the company’s next channel leader — but not exclusively.

And clearly, that’s not the way things went.

Cheryl Cook, senior vice president, global partner, embedded and edge solutions marketing, since January, appears to have recently moved on from her role as senior vice president, global partner marketing, Dell EMC, which she held for just over three years. She recently celebrated …

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