» INSPIRED TO MAKE AN IMPACT

Layale Hachem, Senior Solutions Engineer, BeyondTrust says she has always been motivated by innovative projects, teamwork, and the ability to make a difference

What made you choose technology as your professional path? How has this journey been so far in terms of achieving professional success and personal happiness?

A career in sales is challenging, exciting, and rewarding. As a salesperson, I get to interact with different types of people and personalities, strategize on accounts, and seek competitive wins that can be largely satisfying on both a personal and business level. Professionally, a career in technical sales allows me to play the role of a consultant that helps organizations solve their problems and directly contributes to the success of the employer’s business. Personally, a sales profession keeps me happy as it presents itself as an exciting and constantly evolving career path that allows me to develop vital skills such as communication, critical thinking and networking.

Does gender matter in channel sales in terms of expectations and recognitions? What are some of the common attributes as key differences between women and men in such roles?

Women in general are known to have a softer touch when it comes to sales, but in my opinion, that is merely a footnote and both genders can deliver same business results and be recognized equally in the work environment. Great salespeople should have strong communication and negotiation skills, a go-getter mentality, and a consultative approach; skills that both men and women can and should have.

Has hybrid work mode been rewarding or taxing? Describe your experience from last year onwards in adopting to the new normal at work? Especially as face-to-face meetings have been difficult to do, how does that impact your work?

As salespeople, we have needed to adapt, just like everyone else, in response to the pandemic. While in person meetings can really help in building strong relationships with customers, we have learned to shift all the core principles of networking and relationship building to the virtual world. A genuine salesperson will invest the same amount of effort in building good customer relationships by routinely reaching out, establishing trust, providing proper support, personalizing relationships, and helping people solve business problems, irrespective of whether that is in person or virtual. Layale Hachem

Senior Solutions Engineer, BeyondTrust

Describe some of the achievements or milestones you achieved in sales in this role as well as over the career briefly

One important milestone, early in my career, was the shift from a pure technical role as a systems engineer to a technical sales role. The move itself was intimidating as I am a shy person by nature, but it allowed me to start and advance my career in sales, develop interpersonal skills, and hit small and big achievements along the way.

On the road ahead in your professional journey, what are the ambitions that motivate you?

I have always been motivated by innovative projects, teamwork, and ability to make a difference. The best reward for me is knowing that we as a business and as people can help our peers achieve their objectives and solve important business challenges. Therefore, I will always aim to work for companies that offer cutting edge solution and services that make selling an easy, but more importantly, a valuable process. In addition, success in my professional career is also a strong motivator. I am fortunate today to be working at BeyondTrust, a company that has continuously supported my personal and professional growth. I truly believe, that irrespective of seniority and number of years in a role or industry, learning new skills and growing as a person and as an industry expert are critical to success, so this is something I will continue to focus on.