The Four 2021 Networking Trends Every CIO Needs To Know!

Understanding these trends equips IT leaders to strategically position IT as crucial to successfully maneuvering around whatever the future holds.

We enter 2021 in a very different place from where we were at the start of 2020. The role of networking and more broadly, the IT function, has more often become the hero – and sometimes the scorn – of business continuity and resilience in the face of the pandemic. As CIOs soak up the praise or take their lumps, they must now look to the horizon and define their approach and strategy in a post-pandemic world.

Aruba has identified four major trends facing CIOs that can make or break an organization’s IT program:

The rise of the hybrid workforce and how that will evolve during and after the pandemic

The changing role of network security integrated across the fabric of the network

Graduating from uptime networking metrics to user satisfaction metrics, examining networking holistically as part of the broader IT technology stack

Staying the course in implementing automation in networking operations, despite challenges posed by the LAN, WAN, and cloud

The Hybrid Workforce is Here to Stay

Despite recent advances in vaccines for COVID-19, many roles may still not fully return to the office until late 2021, and in many cases, not at all. After speaking with CIOs from across the country, what is clear is that some amount of remote working will remain after the pandemic exits. That admission portends profound changes for physical office spaces, corporate culture, connectivity, and networking.

What many organizations thought would be temporary remote setups designed to “flatten the curve” of the pandemic infection rate, have evolved to form the hybrid workforce of the future, where employees will work from home, the office, or anywhere else – wherever they have a secure and reliable connection.

For IT, this crisis has presented enormous challenges, but there is a silver lining. CEOs and their boards of directors have come to recognize the impact that IT can have on the business, including how fast change can be implemented, even under such stressful circumstances.

Now, CEOs and their boards are thinking about lessons learned from the pandemic to make networking, security, and the overall IT programs they oversee more flexible and dynamic. As a result, IT has a seat at the table in pushing forward ambitious forms of digital transformation, even accelerating existing planned transitions, emboldened with how the workforce has adapted to what has become known as the “new normal.”

Security Must Be Viewed Dynamically – from Endpoints to the Edge, to the Cloud

With the maturation of the cloud and the growth of edge networking with its myriad endpoints – all accelerated by the explosion of IoT – how security is defined and implemented is now becoming part of the network architecture, and not some bolted-on component of the enterprise IT environment.

With the rise of remote working and the hybrid work environment, CSOs and CIOs are clamouring for a connected security approach. When looking at network design principles of the past, security experts essentially started with a policy and then designed a network topology that in turn satisfied policy, which meant that topology and policy were tightly coupled. That dynamic is drastically changing. Networking solutions have evolved to offer significant degrees of separation, where policy gets programmed when and where it is needed, and only when and where it is needed.

Zero Trust network architecture solutions will remain a core piece of effective security with traditional IT workloads moving out of the Edge into either the cloud or SaaS environment. The vacuum left behind is eventually going to be replaced by OT/IoT-specific workloads at the Edge. Furthermore, with the implementation of 5G, the networking architecture must contend with multi-access edge compute (MEC) workloads – both private and public – all the more necessitating dynamic approaches to security policies beyond the user-centric workflows that Zero Trust is primarily optimized for today.

End-User Satisfaction is King

Key IT metrics are also evolving. It’s no longer sufficient to just keep the network infrastructure up and running. The metric du jour is user satisfaction which, from the CIO standpoint, is tied to employee productivity that can ultimately impact business profitability.

Networking and security teams are now focused on dynamic experiences that end-users want and expect with the services and applications they choose to use for improved productivity. Instead of asking just what kind of devices are connecting to the network, those teams must also focus on maintaining flexibility and agility while minimizing risk. The goal of network control goes hand-in-hand with business agility. By applying the appropriate security measures, CIOs can better facilitate this increasingly dynamic IT environment.

Ultimately, CIOs want insights beyond the network itself and into availability and performance applications that the users and business leaders care about. They are not as interested in how esoteric aspects of the network are performing, but rather, they’re more concerned about whether a specific user had a poor Zoom experience.

Staying the Course on Automation in Network Operations

Tied to understanding the needs and experience of end-users is the maturation of network automation. But automation progress is not equal across the entire networking paradigm. In the data center, which is a more controlled environment when compared to the WAN or LAN, adoption is farther along. Changes in a data center are driven mostly in a naturally hierarchical structure and is thus easier to understand and manage through automation scripts.

The Edge (both LAN and WAN), on the other hand, is a more chaotic environment because changes are triggered by factors that are not totally within IT’s control – namely human and device behaviour patterns that are constantly changing. There is a big need for leveraging AI and machine learning models to sense changes as soon as they occur and respond to the ones that seem persistent, even if for a short period of time. The maturity of deployed solutions that provide this learning component of automation at the Edge will improve significantly in 2021. There will also be significant progress in combining these with APIs and other automation tools that will deliver on the promised efficiencies and insights that IT leaders crave.

The pandemic has also heightened the interest in networking automation at the Edge among CIOs and IT leaders. According to a recent survey of 2,400 IT decision-makers across the globe, 35% plan to increase their investment in AI-based networking, as they seek more agile, automated infrastructures for hybrid work environments.

Making 2021 a Success

In 2020, businesses and the economy were rescued by a raft of communication technologies developed over the past 40 years, ranging from security and cloud connectivity to managed and supported applications over the network. Now in 2021, the four trends outlined here can provide CIOs and IT leaders with the tools to be better equipped for navigating the unpredictability of today and beyond. They empower IT leaders from the top down to strategically position IT as the crucial function businesses need to successfully maneuver whatever the future holds, from pandemics to accelerating shifts in work culture trends and environments.

Written by Partha Narasimhan, CTO of Aruba, a Hewlett Packard Enterprise company

The Four 2021 Networking Trends Every CIO Needs to Know | CIO

For more information about Aruba’s approach to modern networking, visit the Aruba ESP (Edge Services Platform) page.

 

Position: ACCOUNT MANAGER (Cybersecurity, Networking, Cloud and Data Center Solutions)

Location: Manila, Philippines
Employment Type: Full-Time
 
About X10 Networks
X10 Networks is a leading IT consulting and solutions provider, trusted by partners andcustomers across the Philippines. We deliver cutting-edge cybersecurity, networking, cloud, anddata center solutions that help organizations secure, optimize, and modernize their ITinfrastructure.
As demand grows nationwide, we are expanding our sales team to bring on amotivated Account Manager who can drive growth, build strong client relationships, and helpcustomers solve real business challenges with technology.
 
1. ROLE PURPOSE
The Account Manager is accountable for:
  • Assigned revenue, gross profit, and quota attainment
  • Pipeline creation and structural health within assigned accounts and territory
  • Customer account ownership discipline and documented account strategy execution
  • Accurate CRM administration, forecast submissions, and activity traceability
  • Timely deal registration, pricing discipline, and commercial readiness
  • Renewal protection, upsell expansion, and multi-year contract development
  • Cross-functional coordination required to convert opportunities into booked, collectible business
  • Compliance with sales governance, ethics, training, and professional conduct requirements
  • This is a revenue-generating execution role with direct accountability for commercial discipline.
  • The Account Manager owns both customer progression and the quality of the underlying sales record.
 
2. CORE ACCOUNTABILITIES
 
2.1 Revenue, Quota and Gross Profit Ownership
The Account Manager is fully accountable for:
  • Quarterly and annual revenue target attainment
  • Gross profit generation within approved margin guardrails
  • Renewal retention and expansion of existing customer spend
  • New opportunity creation within assigned accounts and whitespace
  • Quota progress visibility and risk-weighted forecast contribution
  • Accountability includes:
  1.  Pursuing revenue that is commercially sound and collectible
  2. Protecting margin through disciplined pricing and discount management
  3. Escalating target risk early with documented recovery actions
  4. Maintaining execution focus on both net-new and renewal outcomes
 
2.2 Account Ownership, Strategy and Expansion
The Account Manager is responsible for:
  • Operating only within assigned accounts, territories, and approved ownership rules
  • Maintaining current account strategies for designated focus accounts
  • Building multi-layer stakeholder coverage across executive, management, technical, and operational contacts
  • Driving whitespace capture, product expansion, and contract growth opportunities
  • Supporting shared-account arrangements only when approved and documented in CRM
  • Must maintain:
  1. Clear ownership records and split-credit documentation before invoicing
  2. Active engagement plans and next-step discipline for strategic accounts
  3. Escalation of account conflicts or ownership ambiguity to Sales Leadership
 
2.3 Deal Registration, Pricing and Commercial Governance
The Account Manager must:
  • Submit vendor deal registrations within required timelines after events and customer meetings
  • Maintain complete deal-registration content, including value proposition, competition,deal value, and timing
  • Pursue special pricing and margin optimization on material opportunities
  • Review renewals for upsell, feature expansion, and multi-year contract potential
  • Escalate pricing, channel conflict, and exception scenarios before customer commitment
  • Commercial discipline requires:
  1. No unsupported default markups or unapproved discounting
  2. Written documentation of rejected registrations, pricing constraints, and approval requests
  3. Alignment with vendor, distributor, procurement, and contractual requirements
 
2.4 CRM, Pipeline and Forecast Discipline
Responsible for:
  • Maintaining CRM as the sole system of record for accounts, opportunities, activities, and forecasts
  • Completing mandatory fields accurately and on time for every active opportunity
  • Progressing stages based on verifiable customer evidence and realistic close dates
  • Removing stalled, inactive, duplicate, or invalid opportunities from the working pipeline
  • Submitting weekly forecasts derived exclusively from CRM data
  • The standard includes:
  1. Credible pipeline hygiene and documented next steps
  2. Forecast classifications that reflect evidence-based commit and upside views
  3. Timely meeting notes, KPI updates, and activity timestamps in CRM
 
2.5 Order Booking, Compensation and Change Management
The Account Manager is accountable for:
  • Advancing opportunities to booked status only when formal order, pricing, and approval conditions are satisfied
  • Understanding when revenue, quota retirement, and commission eligibility are triggered
  • Notifying the Sales Director immediately of cancellations, deferrals, scope changes, orcollection risks
  • Ensuring commission splits, opportunity ownership, and booking records are complete prior to invoicing
  • Supporting accurate downstream order, invoice, and collectible tracking
  • This includes:
  1. No representation of quotes or verbal commitments as booked business
  2. Prompt updates to CRM and forecast records when commercial facts change
  3. Awareness that only primary sales KPIs determine commission outcomes
 
2.6 Enablement, Compliance & Professional Conduct
The Account Manager is responsible for:
  • Completing onboarding, CRM certification, vendor enablement, and required policy acknowledgements
  • Maintaining current knowledge of products, partner programs, approved messaging, and governance rules
  • Participating actively in mandatory training, reviews, and meetings
  • Representing the company professionally in-person and on camera
  • Complying with ethics, confidentiality, gifts, hospitality, and conflict-of-interest requirements
  • Expected discipline includes:
  1. Camera-ready participation in required remote sessions
  2. Prompt escalation of ethical concerns, improper requests, or conduct issues
  3. Readiness for coaching, individual KPIs, PIRs, or PIPs when performance discipline deteriorates
 
2.7 Cross-Functional Execution Alignment
The Account Manager ensures:
  • Presales resources are engaged at the right stage and only on sufficiently qualified opportunities
  • Procurement and ecommerce pathways are understood and introduced early where required
  • Finance, operations, and delivery stakeholders receive accurate commercial inputs
  • Implementation timelines, scope assumptions, and margin expectations remain realistic
  • Risk, dependency, and escalation points are visible to the Sales Director before they become customer issues
 
Qualifications and Experience
  • 3–5 years of proven experience in IT security, networking, cloud, or managed services sales.
  • Demonstrated success in territory development, new business acquisition, and accountmanagement.
  • Knowledge of cybersecurity, network infrastructure, cloud platforms, and data center technologies.
  • Experience working with public sector accounts, RFP processes, or government frameworks is an advantage.
  • Excellent communication, presentation, and negotiation skills.
  • Strong interpersonal skills with the ability to work collaboratively across internal team sand external partners.
  • High integrity, accountability, and a results-oriented mindset.
 

Unleash Your Inner Tech-Titan

Account Executive, British Columbia

About X10 Technologies

Where IT Doesn’t Just Work, It Transforms.

Let’s be real: IT challenges are getting tougher than a two-dollar steak. At X10 Technologies, we’re the national systems integrator who walks into that complexity and says, “Hold our coffee.”

We are the trusted advisors for organizations who want to operate not just securely, but ahead of the curve. Our secret sauce? A relentless focus on cybersecurity, infrastructure, cloud, and managed services, delivering outcome driven solutions that actually make a difference.

We don’t do short-term flings; we build long-term partnerships anchored in technical mastery. If you’re looking for a place that doesn’t just deliver solutions but actively powers transformation, welcome home.

 

Role Overview

Your Mission, Should You Choose to Accept it (Spoiler: You Should)

Are you ready to be the growth catalyst for X10 in British Columbia? Think of yourself as the highly caffeinated, strategically brilliant engine driving our market expansion.

As our Account Executive, you won’t just be “selling stuff.” You’ll be the person opening doors that matter, forging strategic relationships that last, and bringing future forward technology solutions to life for clients who need them yesterday.

If you’re craving a seat at the table where strategy, technology, and opportunity don’t just meet, they collide in a shower of sparks, this is it.

We’re looking for someone who treats a cold call like a conversation with a future best friend.

 

Key Responsibilities

•  Develop and grow a portfolio of assigned accounts through strategic planning, prospecting, and relationship management
•  Build and maintain senior-level relationships with customer stakeholders, decision-makers, and influencers
•  Understand customer challenges and align X10’s technology offerings to deliver measurable business outcomes
•  Manage the full sales cycle from opportunity identification through to close, including contract negotiation and forecasting
•  Collaborate with internal technical teams and vendor partners to architect winning solutions
•  Represent X10 at industry events, trade shows, and partner engagements
•  Achieve and exceed annual sales targets, contributing to overall company growth
•  Maintain accurate pipeline and CRM data to support forecasting and reporting
•  Stay informed on emerging technologies and industry trends relevant to client needs

 

Qualifications

•  10+ years of progressive sales experience in the IT industry, preferably with a manufacturer, Value-Added Reseller (VAR) or systems integrator
•  Experience working with public sector clients (education, government, or healthcare) is preferred
•  Proven track record of meeting or exceeding quota in a high-performance sales environment
•  Deep understanding of enterprise technology solutions including networking, cybersecurity, cloud, and managed services
•  Strong communication, negotiation, and presentation skills
•  Self-starter with a high degree of initiative and accountability
•  Ability to build and maintain trust-based, consultative relationships with clients and internal stakeholders
• Market-leading base salary complemented by commission earnings
• Prior experience in the industry is required, with a background working for a VAR or vendor.