Cylance Exec to Lead Check Point’s Americas Channel Sales
Check Point Software Technologies‘ new Americas channel chief hopes a year from now partners are amazed at how much easier it is for them to work with the cybersecurity vendor.
The company hired Abigail Maines, previously Cylance‘s vice president of business development, to fill the newly created role of head of channel sales for the Americas. She also held executive roles with Absolute Software, HiWired and Dell.
Last month, Check Point appointed Chris Scanlan to president of Americas sales, responsible for overall sales operations in North and Latin America, as well as North America sales engineering activities and Check Point’s U.S. global accounts.
North and South America previously were handled as two separate regions, but now are being combined. Maines will be responsible for channel in both regions.
Check Point will roll out enhancements to its Engage global partner program early next year.
Maines will begin her new role next week. In a Q&A with Channel Futures, she talks about why she wanted to join Check Point and what’s on her to-do list as it pertains to partners.
Channel Futures: Why did you want to take this role with Check Point?
Abigail Maines: No. 1 for me is really the people and the team. I felt like everybody was very focused on sort of the similar things that I’m focused on, which is obviously growth, but with a lot of accountability, a willingness to invest and … a tremendous amount of alignment around the strategy for growth. And personally I think success in a new role at a new company is very dependent on your alignment with the rest of the leadership team.
From a technology perspective, I’m coming from a company that is five or six years old total and Check Point has been in business 25 years, and always has been at the bleeding edge from a technology perspective. I was very impressed to understand that Check Point has two times the amount of developers of any of their competitors, which to me from a go-to-market leader perspective is very compelling.
And then third is the opportunity. The plan is to really engage or drive an enhanced channel strategy, particularly in the Americas, so the opportunity for me to play a key role in that along with the Americas channel team definitely contributed to why Check Point.
CF: What will be your responsibilities in this new role?
AM: My understanding is North and South America were separate; I believe that was true for the sales organization as well. Chris [Scanlan] has the exact same geographic scope as I will have, which is the channel for the Americas, and fundamentally my responsibilities are to lead that channel sales team across the region, building out all the partner relationships across the Americas region, and then develop and execute crossfunctionally to drive Check Point financial goals within the partner community. My role is to execute against that (Engage) program, help partners execute for success in that program. We’re very committed to really accelerating the ability of our partners to win early and often, and that’s what I see as my team and my role across the Americas.
CF: What’s your take on Check Point’s current channel strategy? Are changes needed?
AM: [Head of worldwide channel sales] Frank Rauch has been driving this 20- to 20-plus person-strong crossfunctional team to develop what he calls …