EVA-MARIE ELYA , Senior Director Worldwide Channel Sales at Lookout , a leading cloud security vendor , outlines the complexities of managing global channels and how she overcomes them . She explains how the company allows its channel partners to lead the sales process with its assistance .

Describe your current job role and the parts that are somewhat challenging ?

I am the Senior Director for Worldwide Channel Sales at Lookout . In my role , I am responsible for a global team spread across EMEA , APAC and the Americas and aim to stay in touch and connect with partners across the world . While this is challenging and requires discipline , I try to accommodate our partners and the team by having days with international working hours and then days with American working hours . Luckily , we have Lookout representation in all regions and they provide fabulous support to our customers and partners .

Can you explain how your company works with channel partners ?

When Lookout entered this market , we decided right from the beginning that we will be a company with an indirect go-tomarket model , meaning we are only selling through our channel partners , not doing direct business and not competing with our partners . We allow our channel partners to lead the sales process with our assistance and , of course , we introduce our partners to organisations with data protection , cloud security or endpoint protection requirements .

How do you ensure channel partners flourish in a highly competitive market ?

We recognise the requirement for our partners to differentiate themselves . We help by providing frameworks and processes for consulting and professional services , e . g . risk assessments providing a data risk score related to an organisation ’ s security posture . These risk assessments provide valuable insights for an organisation on how well their most valuable assets in the cloud are protected from unauthorised sharing or malware attacks .

We offer a whole partner training program for free including online training as well as classroom training to get our

Luckily , we have Lookout representation in all regions and they provide fabulous support to our customers and partners .

partners up to speed with market trends , industry analyst views and resources and how to address customers ’ challenges .

Besides that , organisations are looking to consolidate technologies and would prefer to work with partners that can offer a consolidated solution . Lookout offers Security Service Edge ( SSE ) in one unified platform and mobile endpoint detection and response ( EDR ) via Lookout Mobile Endpoint Security . ( Gartner : By 2025 , 80 % of organisations seeking to procure SSE-related security services will purchase a consolidated SSE solution , rather than

Eva-Marie Elya , Senior Director Worldwide Channel Sales at Lookout

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