Partners need to be obsessed about success and become not only a supplier but a trusted consultant

Tags: SafeNet Incorporated
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By  Manda Banda Published  December 1, 2012

Partners need to be obsessed about success and become not only a supplier but a trusted consultant.

Miguel Braojos, Vice President of Sales, Southern Europe, MEA (Semea), SAFENET

What’s your career history to date?

My career started at General Electric Medical, in the R&D department designing X-ray and TAC systems firmware as a freshman engineer just out of the Engineering School in 1987 in Madrid, Spain. I was offered the opportunity to start the subsidiary of Interleaf/Broadvision, a document management software vendor, in Spain. Since then, I have always been in the software IT sector.

If you could improve one thing about the channel business what would it be?

It has to be customer focus. It seems obvious, but I am amazed at how often we get lost in the details of business processes and lose touch with the reality out there. Partners need to be obsessed about customer success and become not only a supplier, but also a consultant and associate partner.

What product or technology should the channel watch out for this year?

There is no doubt that cloud services are definitely here and the way forward. Cloud and mobility go hand-in-hand at expanding the capabilities of the enterprise IT services. But to deploy cloud and mobility services, security is a must.

What is your proudest career achievement to date?

I started in IT when channel sales were a novelty. Changing the sales culture in favour of channel sales and making it happen has been very rewarding for me.

What is the best piece of advice you have been given?

My father advised me some time back that: ‘Whatever you choose as a career, always keep your language skills sharpened.’ He is 83 now, and besides his native Spanish, he is fluent in English, French and German.

What is the biggest mistake you have ever made since working in the IT market?

It happened in a previous role, working for a security vendor in a major Certification the project, however, the project failed because no one used it. Many times we try convincing ourselves that technology by itself will do the job, this is not true.

Which IT company, other than your own, do you most admire and why?

SafeNet is indeed at the forefront of cryptology and IT security, a critical piece of the IT industry. I admire the diversity and dynamism of the software industry overall.

What is the biggest challenge facing the Middle East IT channel?

It has to be managing expansion and optimisation. The regional IT channel is not only growing, but expanding its reach.The challenge it faces is to drive this expansion while maintaining quality service levels.

What’s your favourite thing about the company that you work for?

Without any doubt it is the team spirit and the professionalism of the people at SafeNet that makes this company a great place to work for.

What sort of interests do you have outside of work?

I travel a lot, so I crave to spend as much time as possible with my family. My three children keep my spirit young. I like motor sports, especially Formula 1, so I am a bunch of avid fans of Fernando Alonso.

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