Page 8 - Sophos - Ransomware Special Edition

CXO Talk

Sunil Sharma BelieveS in Being

The leader who empowerS all

hiS STakeholderS

he name ‘Sunil with his personality
Sharma’ is today drew him towards
Tsynonymous with channel sales. Sincemost
enterprise channel companies buying
business in the industry, technology rely on
so much so that there channel partners to help company, Sophos the channel -
would hardly be anyone make their decisions, thinks of its partners’ 1) Mutual growth
associated with the Sunil developed an growth right from the of Sophos and
channel community who expertise in channel product development channel –“I have
would not know him. sales andit became a stage; it therefore has a always believed in the
But Sunil has strived to major focus for him very strong partner base philosophy of ‘Mutual
reach that position. In throughout his career. in India. Sophos creates Growth with Our
fact his 25 year long products with features Channel’. We believe
career journey in the Stint with Sophos designed specifically in surrounding our
industry can be best In the cybersecurity for partners, who on strategy and execution
described in two terms industry, the channel their part have clear around the growth of
- “technology” and has evolved in two ways upsell and cross-sell our channel partners.
“channel sales.” - Evolution of the role of opportunities with their I believe a channel
It was during his a channel partner and existing customers. leader acts like a bridge
B.TECH days when Evolution of business With his experience of between vendors and
Sunil fell in love with model. While in the having worked closely the partner ecosystem.
technology and he felt former channel partners with system integrators, I have always made
himself driven towards it now play a bigger value added resellers, sure that our partner
due to its ability to solve role as trusted security distributors, retailers, ecosystem has forward-
problems and empower advisors in the Managed and OEMs, Sunilfurther looking scalable
every aspect of human Service Provider (MSP) boosted the expansion business opportunities
lives.“I was always space, in the latter they of Sophos’ channel that are aligned to our
more inclined towards have changed their base from 300 to products, services and
providing technology business model from 2,500+ partners across company vision,” he
and witnessing how working with many India, Bangladesh, explains.
it empowers our different vendors to Nepal, Sri Lanka, and
customers,” reiterates working with a smaller, Maldives. 2) Role clarity
Sunil Sharma, Managing select group of vendors Talking about his within channel
Director - Sales (India & with which they can leadership style, Sunil - Developing role
SAARC), Sophos. grow. says that it has always clarity for distributors,
This inclination, along As a channel friendly been defined to take partners and the
care of three aspects for brand’s own channel
8 27 NOVEMBER 2020