Partners that lead with value, co-develop AI-powered solutions, and build vertical relevance can stand apart. A partner that offers lifecycle value, delivers with precision, and aligns closely with clients and vendors will move into a leadership position. Offering outcomes instead of products will define market leaders in the coming years explains Hani Nofal at NTT DATA.

As SVP and Regional Head for Technology Solutions at NTT DATA MEA, Hani Nofal leads the growth and execution of the company’ s portfolio across the Middle East and Africa. NTT DATA’ s business model is built on delivering secure, AI-powered infrastructure solutions across cloud, networking, cybersecurity, and data centre platforms.

The company combines global innovation with local execution to help clients transform, optimise, and scale. With a strong partner ecosystem and lifecycle-led service portfolio, NTT DATA focuses on long-term value creation.

What are your strengths and abilities that you bring to the above role?

With nearly 30 years in the industry, Nofal brings a proven ability to drive strategy, execution, and growth across complex regional landscapes. He has built highperforming teams, led successful market

Nofal has cultivated a network of trusted relationships across the industry, spanning clients, partners, and influencers. entries, and delivered results through deep alignment in cloud, AI, and cybersecurity.

Over the years, Nofal has cultivated a strong network of trusted relationships across the industry, spanning clients, partners, and influencers. His leadership style blends clarity and ambition with accountability and trust. Operating at the intersection of innovation and execution, Nofal is building momentum through people, partnerships, and purpose.

Please describe the opportunities and challenges that exist for channel partners in your market?

The Middle East is entering a transformative era driven by sovereign AI and national digital agendas. Channel partners have an opportunity to evolve from transactional models to becoming strategic enablers. Clients now expect lifecycle value, vertical specialisation, and advisory-led engagement. Partners that invest in technical depth, industry alignment, and service differentiation will lead.

However, the talent gap remains a major challenge. As technologies become more advanced, the shortage of skilled professionals especially across AI and cybersecurity creates pressure on delivery quality and scale. Channel partners must go beyond reselling, they need to build capabilities, invest in certification and enablement, and take an active role in developing local talent pipelines.

This shift from fulfilment to value creation requires strong vendor alignment, scalable delivery models, and regional depth. The winners will be those who not only execute well, but also bridge the skills

Hani Nofal, Regional Head Technology Solutions, Middle East and Africa, NTT DATA

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