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Women of the channel- The Trekker

Sushma Kajaria, channel sales manager at Trend Micro

Beginning her career with a small PC vendor, Kajaria’ has never looked back since she made her first sale of 25 PCs.

Following this first big order Kajaria acquire a taste for achieving higher targets and went on to join a prominent distribution company in India and spearheading a security business unit in her last organisation.

Today, she manages the regional channel for Trend Micro leveraging her strong relationship building and networking skills.

Kajaria says that she draws inspiration from the company’s CEO- Eva Chen. “Eva is a very charismatic personality and a true leader. I especially enjoy her almost child-like energy, positivity and go-getter attitude. Her passion for what she does is infectious and clearly visible; she speaks and even in her emails,” she says.

She adds that her forte lies in her execution skills, cleverly saying that she enjoys defeating the myth that ‘60% of plans discussed in the meeting room are never executed’ when leading her team.

Kajaria explains that the world within the channel is truly small saying that she is still in touch with people that she worked with over ten years ago. “Networking and the ability to communicate will help you go a long way. If you follow this up with planning and focused execution your success is sealed,” she says.

A firm believer in hard work, Kajaria lives by the rule that there are no shortcuts to success and one must keep challenging themselves while maintaining a ‘can do’ attitude to keep them motivated. “When leading a team, I focus on our strengths and work on our weaknesses. I always maintain my dignity and relay honesty when communicating with the team, this helps build trust,” she adds.

A mother of two young boys, Kajaria says she is lucky to have a supportive partner who encourages her ambitious nature making the task of maintaining the work-life status not quite so difficult.

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