CHANNEL CHIEF
ME
SUZANNE AL-NAJJAR , Channel Manager – KSA at A10 Networks , explains her current job role and her management philosophy .
DDescribe your current job role and the parts that are somewhat challenging ?
I lead the channel business for A10 Networks in the Saudi market . The main focus of my job is to manage and grow relationships with the company ’ s channel partners . This role includes developing sales strategies , partner recruitment and enablement activities including training and certification .
The biggest challenge for me , at the moment , is the COVID-19 pandemic , since a huge part of my job involves networking and it is difficult to build relationships without face to face meetings .
Can you explain how your company works with channel partners ?
At A10 Networks we are committed to selling through our channel ecosystem . We believe one of the strongest ways to grow our business is through dedicated channel partners who are leaders in the marketplace
The biggest challenge for me , at the moment , is the COVID-19 pandemic , since a huge part of my job involves networking and it is difficult to build relationships without face to face meetings . and who invest in our company for the long term . Through our world class Affinity partner programme , we give our partners all the tools and resources they need to successfully position and sell our solutions .
How do you ensure channel partners flourish in a highly competitive market ?
I have been working with the channel community for a long time . In my opinion , one of the keys to channel success is enabling partners through regular training and certification as part of a vendor ’ s partner programme . This will enable partners to position and deliver solutions that effect maximum value to all stakeholders – customers , technology vendors and themselves .
What are the latest trends you see emerging across the channel ?
We see channel partners becoming specialists in modern day technologies like cloud , 5G , security etc . rather than generalists . We also see a big focus on professional services where there is potential for higher margins . Because of the current tough market conditions , there will be a lot of consolidation as well , as smaller companies will find it difficult to survive . Finally , in this age of Digital Transformation , the channel needs to change their business models , be prudent about which vendors they associate with – vendors that provide them with technology leadership , excellent support and good margins .
What is your management philosophy ?
As a channel manager , my philosophy is to build strong relationships with partners and
Suzanne Al-Najjar , Channel Manager – KSA at A10 Networks
INTELLIGENT
INTELLIGENT TECH CHANNELS TECH CHANNELS Issue 34 61