CHANNEL CHIEF
AMIR AKHTAR is the Manager of Channels Middle East at Veeam Software , a leader in backup solutions that deliver Cloud Data Management . He explains how Veeam has always been a channel-focused organisation since its foundation and how its partners stay ahead in the market .
DDescribe your current job role and the parts that are somewhat challenging ?
At Veeam Software , I hold the position of Manager of Channels and Distribution across Middle East . I lead the strategy and development for our regional Value Added Reseller , Value Added Distributor and Veeam Cloud Service Provider ( VCSP ) programmes . My career has spanned over 15 years across Europe and more recently , the Middle East across multiple business functions .
This has afforded me the knowledge of both field sales as well as channel sales / management , which has been indispensable in ensuring that Veeam ’ s ProPartner Network delivers a best in class vendor experience and foster our channel ecosystem ’ s growth . My role is also to identify new routes to market and channel enablement to ensure that our resellers have the skills and capabilities required to meet the Digital Transformation needs of regional organisations in today ’ s challenging market conditions .
Can you explain how your company works with channel partners ?
Veeam has always been a channel-focused organisation since its foundation and its goto-market strategy is 100 % channel . So , the channel is the core of our overall business model which has consistently evolved over many years .
Within our ProPartner Network , we have a tiered channel partner model , based on simple metrics , which allows us to create specific routes to market for each partner , based on their customer vertical alignment , in-house sales , marketing and technical skillsets and the capabilities they are able to deliver to the end-user / customer . When it comes to our channel business , we strive for simplicity that facilitates easy adoption and
A quality I hold very dear is integrity and that ´ s what I expect from every team member .
product / service positioning , while tailoring engagement strategies to meet the partner ’ s specific business category , which can be a solutions provider , systems integrator , managed services provider or a technology alliance partner .
How do you ensure channel partners flourish in a highly competitive market ?
At Veeam , we believe it is vital for our ProPartner Network to stay ahead in order to have the competitive edge required in the market so that their business succeeds . This is successfully done at the front end by providing our channel with consistent innovation through Veeam ’ s market-leading solutions and new product launches that offer cutting-edge capabilities , that address the ever-changing market and customer requirements .
Moreover , our pricing models provide a high degree of flexibility in how our partners can drive their business with Veeam . Our training / educational programme plays a crucial role , which ensures the continuous
Amir Akhtar , Manager of Channels Middle East at Veeam Software
INTELLIGENT
INTELLIGENT TECH
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