CHANNEL CHIEF
SANDRINE EL KHODRY , Vice president , MEA , Alcatel-Lucent Enterprise , a leading networking , communications and cloud solutions provider , describes her management philosophy as focusing on people and considering their wellbeing , culture and workload . El Khodry explains how she is working with the channel partner ecosystem in the Middle East and Africa ( MEA ) market .
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Describe your current job role and the parts that are somewhat challenging ?
Alcatel-Lucent Enterprise ’ s Middle East and Africa ( MEA ) region is under my leadership . The MEA geography is an emerging market where much needs to be done . As a result of its high potential for growth and needs , it attracts all kinds of companies , competitors and investors . As we compete in a highly competitive market , increasing our share is a challenge . mutual success . Each of our partners have access to high-level support and R & D as well as high-level certification in our technology .
What is your management philosophy ?
The focus of my interest is people . Considering their wellbeing , culture and workload is key . Team spirit is my slogan . We win as a team , not as individuals . So , we are all here to support each other on a daily basis . Success for one is success for all .
Sandrine El Khodry , Vice president , MEA , Alcatel-Lucent Enterprise
Can you explain how your company works with channel partners ?
As our business model is 100 % indirect , we sell through our channel partners , which puts them at the heart of everything we do . We work hand in hand with our partners and offer them the necessary trainings and certification , and ensure to keep them upto-date on our products enhancement and roadmap . Many of our channel partners have been with us for more than 20 years and thus ALE has built a strong link of confidence and trust with our loyal partner community over the years .
How do you ensure channel partners flourish in a highly competitive market ?
Our channel partners are part of the bigger ALE family , so we provide them the access to all the resources and assets , and offer them the required support to be able to deliver our customer needs in the most efficient way . Our marketing and communication department support them regularly and encourages on various joint initiatives for
Many of our channel partners have been with us for more than 20 years and thus ALE has built a strong link of confidence and trust with our loyal partner community over the years .
When you look back at your career , what has been the most memorable achievement ?
In my previous experience where I oversaw the business for a specific sector , I was leading a multicultural team across the globe : APAC , Americas and EMEA . My challenge was to work hard to build a
INTELLIGENT TECH CHANNELS Issue 49 63