Page 9 - Sophos - Ransomware Special Edition

CXO Talk CXO Talk

sales team has always According to Sunil, sales and presales speaker. To this he says
been a core focus of a clear growth path, teams are three that though on the
Sunil’s leadership. The partner program and major stakeholders surface the roles of a
Sophos Global Partner partner enablement in enterprise channel motivational speaker
Program defines roles tools, all should be business. I have always and a channel chief look
for distributors and clearly communicated to worked to empower different, but to the
partner tiers. Sophos’ the channel. each one of them - core they are same. “As
channel policy rewards When asked about together they create a leader, it is my major
commitment; the more his success mantra, an equilateral triangle Key Result Area (KRA)
partners are committed Sunil says that his of growth for the to keep my team and
to Sophos, the more guiding principle right technology industry,” he channel motivated and
profitability they can from the start has cites. always looking at the
achieve. been to ‘Empower Besides being a bigger picture to build
All Stakeholders’. Channel Chief, industry success,” says Sunil
3) Clarity of “Customers, channel folks also know Sunil while summing up the
Communication - partners and my own as a great motivational conversation.

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