Maintaining stability

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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Maintaining stability
By  Manda Banda Published  December 18, 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: Anita Thomson
Company: StorIT Distribution FZCO
Job title: Senior Channel Account Manager
Years in the role: 2 years
Years at the company: 5 years
Previous companies: Samsung Electronics, Westcon and Techmart

How would you summarise your role?

Contrary to the traditional distribution business, StorIT has carved a niche in providing solutions in the value-add distribution (VAD) segment in the Middle East region. This makes a channel account manager’s role at the company exciting in terms of the opportunity to challenge one’s own wits in balancing reseller-partner development activities based on a consultative sales approach. I can be with an end-user presenting a turnkey solution on behalf our reseller partners or be strategising on an accelerated growth path of a preferred reseller.

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

I start with a small prayer, which strengthens me throughout the day, followed by reviewing the work plan for the day. I then get into action after a cup of coffee to kick start my day.

What does a typical day entail for you?

Majority of activity revolves around driving business opportunities for our reseller partners to ensure that we are on firm ground to meet short and longer-term revenue objectives of ourselves, resellers and vendor partners. This includes working closely with our resellers across the region in identifying business opportunities and working with our internal solutions architects and sometimes vendors in drafting proposals and presentations to end-user clients.

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

In addition to the constant urge to learn emerging technologies, the changing industry trends or market dynamics, a good understanding of IT and being able to communicate our vendor solutions to customers is a primary requirement.

What’s your favourite part of the job?

The favourite aspect of my job is understanding the partners’ business pains  and coming up with solutions that address the challenges they face. I also enjoy interacting with end-users.

What’s the hardest part of your job?

While challenges do emerge in my line of work, it’s always encouraging when these are overcome. Hurdles help in keeping people focused and for the channel partners I work with, I always motivate them to focus on finding solutions to whatever problems they encounter.

What criteria do you measure your performance on?

One of the criterion I measure myself on is helping partners to achieve consistent revenues. I also measure my success based on new channel partners that come onboard.

What’s been your most memorable moment in the position you currently hold?

Out of the many great moments, it’s always the times when you win business for your channel partners after a hard-fought battle with your fiercest rivals.

Where do you see yourself in five years?

I would like to see myself heading a business unit within StorIT and contributing immensely to that business division.

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

About 70% of the time, I spend it meeting channel partners, end-users and industry thought leaders.

What do you get up to during your lunch hour?

I spend part of my lunch hour on customer calls and interacting with colleagues or doing some recreational activity.

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