Subbalakshmi BM
Elaborate on your current role?
As a manager for advanced technologies in India, I am responsible for driving Juniper Networks' emerging technology sales activities in India. This includes technical operations and business development, application acceleration, network access control, and intrusion detection and prevention technologies. The team also drives market education and solutions design.
My role at Juniper is created to serve the growing interests in the Indian market for branch office solutions that combine protection from both external and internal threats with strong networking capabilities. My role is to primarily carry Juniper products to end customers, and in-turn drive Juniper revenues. My portfolio also includes activities related to channels partners.
How different is your current role from your previous position?
I have formerly held business development roles with Datacraft India, where I was instrumental in growing the security products, consulting and managed services business groups. I was also with Sify and Wipro Net, where I looked after sales, security consulting and pre-sales roles, and worked with corporate clients such as Wipro, Infosys and Mphasis. These experiences have helped me grow and develop my skills and bring to Juniper a plethora of best practices.
As I come from a technology background, it was a challenge to initially prove my management skills, but over time this combination of technology and management has proved to be in my favor.
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Diwakar Dayal
Manager-Emerging Technologies, India, Juniper Networks |
What plans do you have on anvil as far as the channel is concerned?
Each channel partner has a business plan covering all aspects: numbers, markets to go after, products, account list, skills, certifications, training programs, resources and marketing plan, demonstration gear and incentive schemes. We also have in place channel account managers (CAMs) who are responsible for the business plans of their channel partners. Partner profitability is our mandate. We lead, guide and plan for partner success. As a policy, we avoid clutter in the channels by defining operating space for the partners. Partner development is our responsibility and we believe in the need to ensure that completely.
Elaborate on your new programs and initiatives for channel community.
We are highly focused on increasing our customer's RoI, through usage of our advanced products. The challenge is to convey this message to marketing, sales and channel partners to achieve the end objective.
