Sun Microsystems today announced a new operational structure for the western region of Australia incorporating South Australia, Western Australia and the Northern Territory.
Known as the "Western Region" it has also led to the appointment of Rob Eskinazi in the newly-created role of regional manager.
The new structure represents a renewed focus on the region with greater use of Sun Systems Integrators, ISVs, VARs and other channel partners.
Historically, around 60 per cent of Sun's business outside metropolitan areas has been conducted through partners.
The company said this percentage will increase dramatically with the evolvement of the new western region model.
Sun Microsystems A/NZ sales director Duncan Bennet said the company is looking to expand its presence in the oil, gas and defence industries.
"We looked at how to best manage these emerging opportunities and found that the answer lies in our partners," Bennett said.
"While our competitors are still to decide on their 'go-to-market model,' we are already engaged with an ever-increasing number of partners to provide a comprehensive delivery of Sun hardware, software and services."
The new Western Region is now Sun's largest geographical sales region anywhere in the world.
A new Perth and Adelaide-based management team will oversee the region with new executive postings to drive the region.
Previously with IBM and Microsoft, Eskinazi will lead the team which includes Brodie James who will be in charge of managing partners.
The client solutions manager is Ian Cleghorn who has more than 35 years IT experience.
Customer service manager is Craig Makin, another IT veteran who joined Sun five years ago.
All four executives will be involved in the creation of two advisory boards - one for partners and the other for customers. Both boards will meet regularly to encourage members to discuss their business issues and how Sun can assist them.
Bennet said the high-end server market has always been fruitful for Sun, but there is also growing adoption of AMD Opteron(tm)-based servers in the region.
He said there has been more than 50,000 local Solaris downloads since its free availability was announced earlier this year.
"We see a window of about 12 to 18 months where we can aggressively capture market share through the partner initiatives," Bennet said.