What’s your career history to date? How did you end up working in Dubai?
I have more than 12 years’ experience in the IT industry. Prior to A10 Networks I worked at security firm Symantec as territory manager for enterprise where I was instrumental in driving new business acquisition. I also held a regional channel leadership position at Blue Coat Systems (acquired by Symantec) and regional sales manager position at Sophos. The early part of my career was spent at Naizak Distribution Services as account manager for several key security vendors.
Regarding the question of working in Dubai, I graduated in 2006 and had to decide where to begin my career. Beirut was the first option, however, there were no opportunities that I found really interesting and then the war started in Lebanon. I kept hearing about how business was booming in Dubai with lots of new projects and job opportunities. I was able to secure a visa for the UAE in 2006 and the rest is history.
If you could improve one thing about the channel business what would it be?
Frankly, there has been nothing new or exciting to say about the channel business strategy for many years. It is difficult to single out one improvement. I see it as a six-step process when focusing on head-to-head competition with other vendors:
- Make it a priority. Devote resources to channel management –whose sole responsibility is to manage those relationships and build the marketing programs to drive revenue through the channel.
- Develop measurements and track performance. Know who your best sales performers are
- Communicate! Build relationships at every level of the channel.
- Drive revenue through the channel. Take ownership of the marketing campaigns that will drive revenue at all levels through the channel. Partners have to focus on building their own customer base, not marketing just your product (remember that you’re not the only solution they offer).
- Avoid pricing conflicts. Establish a pricing strategy and stick to it. If channel conflict arises because of price, attempt to resolve it ASAP
- Address conflicts swiftly. Since distrust and channel conflict is common, it’s important to address problems quickly to find a solution.
Over the last 5 years, the cybersecurity market has experienced an upward trend due to the increasing amount of attacks. So, the focus should be on IoT, CASB and DDoS. Those who do not adapt and prepare their infrastructure will be out of the game.
What product or technology should the channel watch out for this year?
Over the last 5 years, the cybersecurity market has experienced an upward trend due to the increasing amount of attacks and type of attack vectors. As a result, I believe the focus should be on IoT, CASB and DDoS. As the majority of data, if not all data, is being moved to the cloud, this should be the channel’s main focus for the next 5 to 10 years. Those who do not adapt and prepare their infrastructure accordingly will be out of the game.
What is your proudest career achievement to date?
Working in A10 Networks with the A team in the region. The team is really dynamic and continuously growing. I am excited to be a part of this team and look forward to future successes we will continue to achieve together.
What is the best piece of advice you have been given?
Listen, think, then move forward. Be smart and love your work.
What is the biggest mistake you have ever made since working in the IT market?
The word ‘mistake’ has a negative connotation. There are no mistakes, only new lessons to be learnt. I also think we should invest more in people rather than machines.
Which IT company, other than your own, do you most admire and why?
CISCO and Palo Alto Networks are great companies in the way they drive IT business and how they invest in the channel market.
What is the biggest challenge facing the Middle East IT channel?
True collaboration at all levels can sometimes be difficult to achieve within a company let alone for an entire industry segment. However, the success of the channel can only go from strength to strength with a higher level of collaboration. This can be achieved through building strong relationships between vendors, partners and customers. We can then work together more effectively to develop a clear and detailed plan on how to drive business and technology while addressing key security concerns.
What’s your favorite thing about the company you work for?
What impresses me most is the A10 Networks platform, the smooth integration within the full product portfolio and clear message delivered to our customers.
What sort of interests do you have outside of work?
Football, since it is the best game that requires the TEAM to work together and achieve as many ‘goals’ as possible. I also love movies as they inspire creativity and technology updates as they change the ways in which we live and interact.
