In the fast lane

A day in the life of Judhi Praestyo, regional channel manager of Fortinet

Tags: Channel developmentFortinet Incorporation
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In the fast lane (ITP Images)
By  Mark Sutton Published  February 20, 2011

In this section of Channel Middle East, we pack our bags and head to work with a member of the channel community to find out what a typical day on the job entails.

Name: Judhi Prasetyo
Company: Fortinet Middle East
Job title: Regional Channel Manager (ME)
Years in the role: almost 3 years
Years at the company: almost 5 years
Previous companies: SafeNet, Datacraft, Netstar Networks, Intel Corp.

How would you summarise your role?

As Regional Channel Manager, my key role is to help our partners achieve success in providing Fortinet products and services to their customers. That means I need to be ready to assist them in getting all the support and solution they need, from pre-sales to post-sales whether it’s commercial or technical.

What’s the first thing you do when you get in the office each day?

Since I cover the region, I don’t always go into the office every day. Meeting our partners and their customers across the Middle East region means my working hours are not limited to normal office hours especially since we work across different time zones. Typically my day starts with phone calls with partners and confirming meetings planned for each day, following up on the ongoing tasks or projects.

What skills or qualities are required in order to do your job?

This is a people-oriented job and our products are quite technical. Having the technical knowledge and a business background combined with strong communication skills is the perfect combination for this role. It helps me understand their (our partners) needs and find the right solutions to help them successfully grow their business.

What does a typical day entail for you?

Mine is a mobile office. My typical day (and this could be anywhere – I have been known to work in airports too) is communicating with our Fortinet partners whether that is by phone, messages or using VPN, and in a lot of cases actually meeting them and their customers to discuss ongoing projects, potential business opportunities and other channel support. A portion of each day is also spent liaising with the Fortinet team, face-to-face or remotely, to keep them updated on partner progress as well as follow up on behalf of our partners.

What is your favourite part of the job?

When our partners are successful!

What is the hardest part of your job?

Working simultaneously with many parties in different parts of the world – it needs really good time management and an ability to prioritize tasks.

What criteria do you measure your performance on?

If our partners are successful, we will be successful. It is my job to ensure that our partners achieve business revenue expectations.

What’s been your most memorable moment in your current role?

When an extremely angry customer became a good friend.

Where do you see yourself in five years?

We are looking forward to help more partners and deliver better quality of service. As we grow and expand in the region, one person is not enough to do the job and I hope to expand the channel team across the region to ensure, quicker responses to the partners’ support needs.

How much time do you spend out of the office each week?

It’s the other way around, I only spend about 8-10 hours in the office each week. The rest is travelling around the region. Practically, I am available round the clock as I never switch off my phone.

What do you get up to on your lunch hour?

I am trying to get two to three days in a week to have lunch with partners or end users, so I can listen to their feedback and suggestions.

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