VMware has recruited David Allinson as senior regional alliance manager.
The role has been split with another VMware staffer, Andrew Hill, who will continue on to manage IBM and HP alliance partners.
Allinson will look after the Dell and Sun Microsystems accounts.
Management of other partners, such as Unisys and NEC, will be split between Allinson and Hill.
"The company is growing rapidly and we've had to take on extra resources to cope with demand," Allinson said. "The biggest opportunity we have got is growing our OEM business."
Allinson said he would focus on working with his alliance partners to build technical and sales capabilities, as well as marketing programs to help push virtualisation technology to customers.
"A lot of the business is driven through channel and alliances partners," he said. "Instead of having a broad level of engagement with many alliance partners we can now focus and go more deeply in driving incremental opportunities through those partners with specific programs."
Prior to joining VMware, Allinson was at Microsoft for four years. For the last 18 months, he was an alliance manager on the Dell account.