Problem solver

Channel Middle East finds out from a market personality about their role, their routine and what inspires them to come into work each day.

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Problem solver
By  Manda Banda Published  September 11, 2013

Channel Middle East finds out from a market personality about their role, their routine and what inspires them to come into work each day.

Name: Khaled Kamel
Company: Brocade Communications
Job title: Regional Channel Manager
Years in the role: 1 year
Years at the company: 1 year
Previous companies: MAHAM Management Consulting

How would you summarise your role?

As regional channel manager, I’m responsible for channel recruitment and enablement, developing revenue growth plans along with partners, in line with our company’s objectives, working with partners on marketing initiatives, building strong strategic and operational relationships with them.

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

It starts with making a beeline for the coffee machine.

What does a typical day entail for you?

I am an early bird. I wake up at dawn and start my day bright and early. This gives me not only longer hours that are dearly needed given the challenges we face daily, but allows me a few quiet relaxed hours to think things over with a clear mind.

What skills or qualities do you need to do your job?

I think one of the most important qualities required is problem solving skills. There are new challenges every single day and it requires a great deal of creativity to tackle them. There are no set formulae. You have to constantly be thinking on your feet. Having strong leadership qualities and the ability to inspire and motivate partners is important.

What’s your favourite part of the job?

I have been closely associated with the channel for the past 22 years. The Middle East channel is dynamic and everyday is filled with new learning. I joined Brocade with the challenge and responsibility of developing and enabling its partner network and I enjoy the fact that in a short span of time I have been able to achieve so much.

What’s the hardest part of your job?

I would say the long working hours. I like to balance my professional and personal life, but sometimes the lines blur.

What criteria do you measure your performance on?

There are a number of criteria. The most obvious is whether partners have achieved revenue targets that have been jointly decided. Achieving targets is a reflection of the quality of support and the level of enablement that we provide our partners. Another criterion is the effectiveness of local channel strategies and programmes, the result of which can again be seen in terms of increase in bottom lines.

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

Out of all the wonderful days I’ve had at Brocade I still believe the moment Brocade decided to add Saudi Arabia to my territories six months after I joined was a real reward. I enjoy working with the Saudi channel.

Where do you see yourself in five years?

I believe life is an interesting experience and one needs to leverage the beauty it offers us at all times without setting goals too far ahead. I love the ongoing education that life teaches. I am yet to finish my PhD studies and I would love to see how this advanced education will be the reward of hard work.

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

I would say 70% of my time is spent outside the office, be it visiting partners within the country or travelling to other regions.

What do you get up to during your lunch hour?

It’s usually a “working lunch” for me with partners. Keeping in shape is hard, so I try and keep lunch light – either a salad or a sandwich, unless I’m in the mood for treating myself to a sumptuous meal.

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