Avaya’s New Strategic Partner Leader: We Must ‘Shed Legacy Company Reputation’


**Editor’s Note: Click here to see which channel people were on the move in April.**

Avaya has hired Dino Di Palma, previously BroadSoft’s chief revenue offer, to fill the newly created role of president of strategic partners and global accounts.

In this role, Di Palma will lead the strategy and execution of Avaya’s go-to-market in this “important growth segment” with SIs, strategic partners and technology solution providers globally, the company said.

Prior to his tenure with BroadSoft, leading the company’s global sales operations, he had leadership positions overseeing global sales and business development, customer service and support, and manufacturing operations at Benu Networks and Acme Packet, prior to its acquisition by Oracle.

Cisco acquired BroadSoft last fall.

Avaya's Dino Di Palma

Avaya’s Dino Di Palma

“With Dino Di Palma, we are adding a recognized leader and proven visionary in global cloud and communications solutions to lead Avaya’s charge in this area,” said Jim Chirico, Avaya’s president and CEO. “He brings a unique understanding of the customer, and how technology innovation can address their rapidly evolving business needs. Dino also brings a disruptive, entrepreneurial and winning mindset, based on his extensive experience as leader and proven track record.”

In March, Avaya launched its Cloud Master Agent Program, designed to accelerate sales of the company’s cloud services to small and midmarket businesses. Jenne signed up as Avaya’s first master agent, followed more recently by Intelisys, with more sign-ups to come.

Avaya became a public company in January.

In a Q&A with Channel Partners, Di Palma talks about his goals in his new role and his plans for working with partners.

Channel Partners: Why did you want to join Avaya?

Dino Di Palma: Avaya has a unique opportunity to be a startup with a brand name and a strong financial position. Speaking to Jim and the management team, I was convinced that Avaya is looking to lean in and be disruptive. Business communications and technology are moving at a groundbreaking pace. Being part of a company that can meet these challenges is exciting. I have been part of startups my entire career. Brand and financial stability was something we had as a primary goal. We have this at the starting block.

CP: How will your previous experience, especially with BroadSoft, come into play in this new role?

DD: BroadSoft, in conjunction with other startups like Acme Packet, instill a sense of urgency. The UC cloud market is moving now. The market is looking for a partner that will bring cloud UC, CC (and) collaboration to market.

CP: Does your previous experience include working with partners? What do you want partners to know about you and what you’re like to work with?

DD: Partners are critical for both distribution and technology offerings. We need partners to be successful. At Acme Packet and BroadSoft, we understood we needed partners to capture a global market. We need a direct touch to ensure our customers understand …

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