We ’ ve launched a number of channel initiatives with select partners to reach new customers where partners already have a relationship , typically termed “ whitespace ”. access to expert support and resources to accelerate customer sales cycles .
The programme introduces a novel “ Elite ” tier , empowering partners to expand the breadth of the solutions they provide to customers . The programme ’ s tiered levels incentivise channel partners with competitive deal registration management , enabling partners to get hold of latest opportunities available within the growing network and data security market .
What are the latest trends you see emerging across the channel ?
The pandemic changed the way channel operates , cloud adoption increased across the region , work from home or remote work was the new norm for both customers and the channel . Check point Software and our channel partners sought new ways of collaborating to provide solutions to their customers . For mid enterprise partners this presented an opportunity as well , since they were able to service larger clients from the comfort of their homes independent of the geography .
What is your management philosophy ?
Keep it simple , direct and lead by example for partners to follow . Effective communication is an absolute necessity for managing channels . Keeping realistic and achievable goals with channel partners , picking the right battles and setting priorities is all integral to achieving the desired level of results . All it takes is to get up and knock on the next opportunity .
When you look back at your career , what has been the most memorable achievement ?
I always set short goals and when I look back , there are a few achievements , which I am personally proud of . Some of them include landing major enterprise deals . As a sales professional , nothing gives you more satisfaction than acquiring a net new customer for your organisation . That said , I do not consider leading the channels in UAE for a major cybersecurity player such as Checkpoint , any less of an achievement . It has been an absolute honour and with the continuous support of my peers and channel partners , I only see achieving more together .
What made you think of a career in technology ?
People inevitably use technology to improve their lives and help others . We spread knowledge , make tasks easier and systems more efficient . Tech professionals are embedded into a culture of growth and advancement . Work environment becomes a birthplace where new and innovative concepts take shape and businesses rely on technology to become more productive . It is a career that supports any line of business by allowing companies to work more efficiently and to maximise productivity .
What do you think will be the hot technology talking point of 2021 ?
Imagining customer experiences in a post COVID world , we should anticipate that changes in consumer preferences and business models will outlast the immediate crisis . Once consumers acclimate to new digital or remote models , we can expect some of them to change people ’ s point of view permanentlyaccelerating shifts already underway before the crisis . Mobility , distributed work and increased use of cloud solutions has provided huge benefits in scalability and cost but has come up with increased cyberthreats . Zero trust methodology can address these challenges . Consumption models will continue to shift especially as more features and capabilities are available via software , whether on-site or in the cloud . The pay-as-you go models are far too flexible and cost effective for organisations to ignore in the near future and these aspects according to us will be the points of discussion in a boardroom .
What are your personal interests and where do you like to spend most of your time after work ?
Work-life balance is an important aspect that most people struggle to maintain . The previous year owing to the pandemic was more difficult as initial days of the lockdown , one did not know where to draw the line between work life and personal life . Once that was sorted , I could go back to my old ways of having some personal time off . Normally , I like to spend my time at home with my family and listen to audio books . This keeps me motivated as an individual . I like to visit new places with my family and that was one of the things I missed in 2020 and hope to catch up with that in days and months to come . •
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