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Sun’s Sales Boss Jumps to HP; Sun Reorgs Sales



HP Tuesday named Don Grantham, Sun’s global sales and service boss, and an ex-IBMer, its chief sales officer responsible for enterprise accounts and public sector sales as well as sales to the communications, media and entertainment, financial and manufacturing and distribution industries. 

He will report to Ann Livermore, head of HP’s Technology Solutions Group and run worldwide alliance sales, sales compensation, global pre-sales, sales support, sales operations and go-to-market “effectiveness.” 

Grantham, who was at Sun for the last nine years, replaces Andy Mattes, who is now going to run HP’s outsourcing services business. 

Sun, meanwhile, has moved Peter Ryan, the head of its Americas operation, over to Grantham’s slot. Ryan will report to Sun CEO Jonathan Schwartz. 

Sun, which is now restructuring its sales force after losing a surprise $34 million last quarter, says it’s creating a new sales division to handle emerging markets in India, China, Latin America and southern and eastern Europe. 

The division will be run by Denis Heraud, head of its Asia-Pac unit, reporting to Ryan. 

In Sun’s last fatal quarter, Brazil was up 20% year-over-year, India up 30% and EMEA up 18%. 

Sun is faulted for going open source and giving software away in an attempt to sell hardware. However, it intends to persist. Schwartz said the emerging markets appreciate Sun’s open source software and open document formats approach. 

When Sun’s fiscal year starts July 1 Lionel Lim will take over for Heraud as head of Asia-Pac and Cheryl Cook will run North America, taking over for Ryan. Sun will then also combine systems and storage globally “into one unified team to better align resources.”



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