Fast track to success: Celebrating Khady Guisse’s journey to leadership

Watching talent grow is one of the greatest rewards for our business, and Khady Guisse’s journey with us is the perfect example of that. Khady has swiftly moved up from Account Manager to Regional Sales Manager, and today, she oversees the vast, diverse, and complex region of French West and Central Africa (FWCA) – which is no easy feat!

We spoke to Khady to find what drives her success in her role and how Westcon-Comstor has supported her journey.

Thank you so much for joining us, Khady! Firstly, can you tell us a little bit about yourself and your role at Westcon-Comstor?

With pleasure! As a Senegalese Canadian, devoted mother to two boys (6 and 4), and leader of a six-member Account Manager Team, I navigate the delicate balance of family and career. I also coach and mentor young talents to help them get started.

In 2016, I began my Westcon-Comstor journey as a Comstor Account Manager. Fuelled by my passion for sales and technology, I worked hard to be ready if an opportunity presented itself.

By 2019, I proudly assumed the role of Regional Sales Manager overseeing FWCA – a vast region of 18 countries.

Can you walk us through your journey at Westcon-Comstor so far?

Westcon-Comstor’s brand promises resonated with me as the perfect environment for growth. In the predominantly male distribution industry, finding a company aligned to my values was a pivotal moment.

In my early years at the company, I embraced mentorship and stepped beyond my comfort zone. Progressing from Account Manager to Regional Sales Manager marked a significant leap in objectives, expected outcomes, and challenges.

The fast-moving digitalisation era (and all the opportunities it brings) means my role evolves and matures every day – and that’s thrilling for someone like me, who is eager to move fast.

Managing the complex region of FWCA surely demands a specific skillset. Which of your skills and characteristics do you think help you to be successful in this role?

Navigating a vast region presents challenges, yet it teems with opportunities and valuable lessons.

My colleagues would say I’m resilient, a team player, driven by results, and that I don’t take no for an answer! And as Regional Sales Managers, we live by the mantra: “We don’t walk away from any opportunity.”

Over time, I’ve cultivated patience – a compass to navigate challenges with composure, fostering collaboration and understanding. My problem-solving and negotiation skills also serve me well in my daily responsibilities.

As a believer in mentorship, I’ve been fortunate to learn from exceptional executive leaders within our organisation. Dependability, customer-centricity, and results drive my approach. Being fluent in French, English, and Spanish also has its uses!

How has Westcon-Comstor supported your progression?

Throughout my career, I’ve had the privilege of being mentored by outstanding executive managers and leaders, who have guided, oriented, and supported me.

Our company culture also thrives on excellence and personal development. During my early managerial days, I undertook valuable training programs like the GTDC and the First Time Line Manager course, and our knowledge-rich Percipio platform significantly enhances my role.

However, the most valuable asset lies in Westcon-Comstor’s investment in personal development, including programmes like Ask Nelson* and financial education that extend beyond the workplace.

*Ask Nelson is a programme we offer in South Africa that gives employees and their households access to 24/7 telephone counselling, 365 days a year.

How would you describe life at Westcon-Comstor?

Absolutely exhilarating! Our work environment fosters excellence and growth, and every challenge is a gateway to new business opportunities or innovative strategies.

Then, there’s the people. Firstly, inclusion isn’t a mere concept – it’s our lived reality. Our team comprises brilliant minds, driven by results yet remarkably human. And I deeply appreciate my colleagues; their unwavering support ensures my success.

Together, we create a dynamic, thriving workplace.

What advice would you give to Account Managers that are just starting out in their careers?

Successful account management isn’t just about transactions – it’s about lasting partnerships. So, I would say:

• Cultivate strong connections with both internal and external stakeholders (trust and rapport are necessary in sales)
• Broaden your perspective by understanding other functions within the business
• Be a consultant and valuable advisor to partners
• Show genuine care through timely responses, active listening, and empathy

Lastly, remember to always embrace ambition; you can’t be what you can’t envision!

Discover more about Careers at Westcon-Comstor.