Bridging the gap

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

Tags: Brocade Communications Systems Incorporation
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Bridging the gap
By  Manda Banda Published  June 27, 2014

Name: Abdul Rehman Tariq
Company: Brocade Communications
Job title: Regional Channel Manager
Years in the role: Three months
Years at the company: Two and half years
Previous companies: Siemens, Cisco & Juniper

How would you summarise your role?

I am the regional channel manager for Brocade Communications in the MEMA region. My role is to manage Brocade’s strategic partners, recruit and enable new ones, engage with the regional distributors and provide leadership in the channel space to the sales and SE teams at Brocade.

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

Put my phone on silent. If I don’t do that, my colleagues hide it since it rings non-stop. Other than that, my routine activities involve things like checking up on unread emails and prioritising tasks that need to be completed on the day.

What does a typical day entail for you?

Lots of calls and emails from partners and distributors. Even more calls and emails from the Brocade sales teams. Coffee by the gallon and a good amount of time spent on Sheikh Zayed road driving to and from meetings.

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

Patience with people and the ability to address issues at hand quickly. My company demands that I challenge my partners and distributors with new ideas and insights, which makes my daily work a lot more interesting than just the run-of-the-mill channel partner engagement.

What’s your favourite part of the job?

It’s not as much my job but the company’s philosophy that is my favourite part of being in this role. We are groomed to challenge ourselves, our partners and our customers. It’s not easy but the results are really worth the effort.

What’s the hardest part of your job?

Bridging the gap between the resellers and the sales teams. Speaking to people that have a one track mind and approach to their business, and don’t want to put in the extra mile to learn or adapt to something new. It is sad to see them lose out because they won’t move from the status quo.

What criteria do you measure your performance on?

I measure my performance by the meaningful impact the Brocade channel makes to our sales. If the Brocade channel is helping us win big customers, then I am doing my job well.

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

There are several memorable moments but the one that stands out is when I signed my current contract as regional channel head.

Where do you see yourself in five years?

I have a master plan that I have set for myself and I prefer not to share that although I do get asked about it during interviews. Let’s just say so far I am on track.

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

A lot of my time is spent between partner and distributor visits in the UAE. I also travel to Riyadh and Pakistan quite a lot. Although I spend a lot of time out of the office, I am always accessible online.

What do you get up to during your lunch hour?

Lunch is usually meetings with channel partners, so unfortunately it’s more work and less food.

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