Ankur Kohli
Sales Head – Government & Enterprise, India, Utimaco
“With decades of global experience in cybersecurity, Hardware Security Modules (HSMs), cryptographic key management and digital trust, Utimaco brings a strong legacy of innovation and expertise in securing critical digital infrastructure worldwide. Our vision in terms of partner profitability and sustainability is to build a mutually profitable business by creating long-term opportunities for our channel partners. Through access to advanced security solutions, technical expertise and joint business development, we aim to help partners build differentiated cybersecurity practices and address the growing demand for digital trust.
BUILDING TRUST AND PROTECTING PARTNER INVESTMENTS
We believe partners are strategic growth enablers, not merely sales channels. Our focus is on technical enablement, product training, joint go-to-market initiatives, customer engagement and collaborative opportunity development, helping partners strengthen their capabilities and unlock new business opportunities.
Trust, transparency and commitment are the foundations of our channel ecosystem. We aim to strengthen partner confidence through clear engagement processes, collaborative account planning, opportunity registration and coordinated sales and technical support, subject to our established channel policies.
CHANNEL STRATEGY FOR 2027
Our vision is to build Utimaco into a strong and trusted brand in India through a robust, capable and future-ready partner ecosystem. We will focus on expanding our reach across government, BFSI, telecom and enterprise markets, while empowering partners to address emerging requirements in data protection, cryptographic security, digital identity and AI-driven environments. As AI adoption accelerates, securing sensitive data, digital identities, encryption keys and critical infrastructure will become increasingly important. We see this as an opportunity to equip our partners with the knowledge, capabilities and solutions needed to address evolving customer challenges.
Our vision is simple: build the India business with our partners, not just through our partners. By combining Utimaco’s strong global legacy with local market understanding and trusted channel relationships, we aim to create sustainable growth, mutual profitability and long-term value for our partners and customers.”
