Get to know: Ahmed Sousa
Ahmed Sousa, Regional Manager, Architect Solutions, MEA & Turkey, Polycom
I believe the biggest challenge facing the various channel segments in the Middle East is how to select the right eco-system to serve their customers better.
What’s your career history to date? How did you end up working in Dubai?
I worked for several firms including an IT end user, reseller, distributor and vendor, which gave me great insight into the IT sales chain. I am now based in Dubai working for Polycom, as regional manager, Solution Architecture, MEA andTurkey.
If you could improve one thing about the channel business what would it be?
I would focus on the technical competency for channels to be able to deliver great service levels to our customers. Customers are demanding high level of service delivery and with the different interoperable technologies that exist in most customers’ IT environments, the channels’ technical ability becomes critical. This enables our customers to realise a lower TCO.
What product or technology should the channel watch out for this year?
UC is the technology that the channel should watch for out this year. Customers are more than ever ready to use their smart phones or tablets as a communication tool.
What is your proudest career achievement to date?
Throughout my career, I am proud of being able to build a trustful relationship with partners and clients.
What is the best piece of advice you have been given?
The best counsel I have received is to always set the “right expectations” and spell it clearly to customers.
What is the biggest mistake you have ever made since working in the IT market?
I once made a mistake of not investigating deep enough around the motive for a customer that wanted to adopt UC solutions. I learned later how vital it is to understand this piece of sales before starting any talks around the suitable offering.
Which IT company, other than your own, do you most admire and why?
It has to be Apple and that’s because of the company’s focus on user experience. I believe that in the market today, this is a key element that sways end users to use and adopt new technology of one vendor.
What is the biggest challenge facing the Middle East IT channel?
I believe the biggest challenge facing the various channel segments in the region is how to select the right eco-system to serve their customers better. They need to look at brands that provide them with the ability to build a unified end-to-end solution.
What’s your favourite thing about the company you work for at present?
Defying distance is my favourite as Polycom’s audio and video technologies enable me to achieve high productivity levels. Every day, I am able to meet customers, partners and colleagues via video from the comfort of my seat.
What sort of interests do you have outside of work?
I enjoy playing chess to clear and refresh my mind along with several other sports to keep me fit.