Reseller News

EMC bids to bring RSA role home

EMC is again planning to recruit a local RSA territory manager after earlier appointing a Sydney-based salesperson to support the channel in New Zealand.

In mid-2008, RSA appointed its first local representative, security specialist Francois Marais. However, he left at the end of March this year to form his own consultancy, Map Innovation.

On Marais’ departure, the vendor appointed Melbourne-based Julian Garreffa to manage New Zealand and some Australia territories. But he was soon replaced by Sydney-based Dave Shephard.

EMC country manager Robin Whitaker says his company again seeks a local representative for the RSA business, and wants to recruit someone by the start of next year – which is also the beginning of EMC’s new financial year.

“A year ago we had a dedicated RSA staff member here. He has started his own organisation and since then that part has been managed out of Australia,” says Whitaker.

He says it is difficult to find a person with the right mix of skills needed by the RSA business here.

“The goal is to get another deep technical RSA person here. That is not easy to find because we have to achieve a fine balance. Often someone who is deeply technical isn’t necessarily the best salesperson. We’re trying to find somebody who understands the sales process, but is also technical.”

RSA security is a strategic part of EMC’s business, because it believes this is a point of difference from competitors, and it is in strong demand among organisations virtualising their environments, and those on the road to cloud computing, says Whitaker.

EMC also wants to recruit more salespeople in Auckland after strong growth in the past two years, he says.

He adds the second quarter of this year was the strongest in the history of the local business, which began in 2002.

The vendor has significantly increased its partner base in 2010, and signings include Verve IT, Maclean Computing, Lexel Systems, Net24, Cyclone and Maxnet.