Rakhie's Journey: Building Leadership in MEA Hospitality
From a technical background in South India to leading Hoteza’s growth across the MEA region, Rakhie’s journey blends hospitality, technology, and leadership. In this interview, she shares her career path, challenges, achievements, and what makes Hoteza feel like home.
Q: You have been based in Dubai for many years. Could you tell us about your background and journey here?
I’m originally from South India, where I completed my early education. I studied Electronics & Communication Engineering at university, but life had its own plans. My first career was as a Software Developer, trained in Mainframes. About 20 years ago, I moved to Dubai, which has truly become my second home. My first break here was in hospitality sales, starting as a supporting staff and gradually gaining hands-on experience with various hospitality products. That’s where my journey in this industry really began – a vertical that is very close to my heart, and one I don’t think I could ever leave completely.
Q: How did your education and early career shape your professional path?
To strengthen my business knowledge and broaden my strategic perspective, I pursued an MBA in Finance and Operations. That step helped me move into a more strategic role. Having both a technical background and a business education gave me a strong foundation: I could deeply understand both the product itself and the client’s needs, enabling me to deliver tailored solutions and drive meaningful sales outcomes.
Q: How did you first get acquainted with Hoteza?
I first met Nikolay at a hospitality event in Dubai, around 2018-2019.
"I was immediately impressed by Hoteza: the product was modern, well-thought-out, and surprisingly easy to implement, with minimal hardware requirements on the hotel side. "
Equally important was the team behind it. From the very beginning, everything felt natural and well aligned. That strong connection ultimately led to me joining Hoteza in 2022 as the MEA Sales Director.
Q: What were the initial challenges when you started developing the MEA region?
When I started, we had only two clients in the region, and the hospitality technology market in the UAE is extremely competitive. Nearly every major player is present, making differentiation and trust-building particularly challenging. Convincing hotels to choose Hoteza was not easy at first. We earned the trust of many renowned brands by starting small — offering proof-of-concept deployments, allowing clients to test the solution against their expectations, and delivering consistently. Gradually, this approach began to pay off, and we started to win the market's confidence, shaping Hoteza into what it is today in the region.
"Patience, understanding, and support of the Hoteza team, its readiness to adapt to regional requirements, freedom in decision-making given to me, and tailor-made solutions helped us gain the trust of hotel chains in the region within 2–3 years."
Q: What do you think helps Hoteza win deals in such a competitive market?
Strong demos have been a key driver of our success, directly improving conversion rates and shortening sales cycles. We also offer trial periods and make smart use of the hotel’s existing hardware, which helps keep deployment budgets under control. On top of that, Hoteza has often been ahead of the curve technologically — for example, with centralized Chromecast solutions. This created great word-of-mouth and, in some cases, became a real game-changer for us.
Q: What challenges do you face today?
One of the biggest challenges we face today is entering large hotel chains. However, once we successfully onboarded several properties, opening new doors became much easier. Today, Hoteza is already well recognized in the regional market. While bringing in new clients is still not always an easy sale, I genuinely enjoy the process and the strategic steps involved in building trust and demonstrating value.
Q: How do you feel and what is special for you working at Hoteza?
What really stands out for me is the freedom and trust given by the company’s founder, Nikolay, along with the constant support from the team.
"There’s a very human approach at Hoteza — people genuinely try to understand each other, even when things don’t go as planned."
That sense of empathy makes it easier to overcome challenges and keep moving forward. More than just a workplace, I feel like I truly belong to the Hoteza family.
Q: What role do events and networking play for you at Hoteza?
I really enjoy participating in hospitality tech events like HITEC and Hotel Show, where Hoteza has been a constant exhibitor (except in 2025). I’ve also never missed a visit to the Arabian Travel Market (ATM) since I began working in this vertical. Beyond these major shows, I actively support and represent our regional partners in Africa at events like ATHC, Hotel Expo Nigeria, and various roundtable meetings they organize.
On a more personal level, our Hoteza Days and Hoteza Team Days create opportunities to connect with colleagues, partners, and clients in a relaxed environment. These gatherings reinforce the sense that Hoteza is more than a company—it’s an extended family. They also allow us to experience hospitality and culture from different perspectives. The networking doesn’t stop at the events themselves; I know I can reach out to Hoteza partners for advice or collaboration, just as I recently did with partners in Malaysia when we joined forces for a show hosted by the Hospitality Tech Forum (HTLF) from the GCC.
Q: How has the company supported your work in the MEA region?
The MEA region is strongly centered in Dubai, driven by our long-standing partnership with CADD Hospitality Division since 2018. KSA is our second-fastest growing market, with several key clients secured, while Africa continues to show steady, promising growth with bigger plans ahead in 2026.
I’m supported by a strong internal team, including our Regional Tech team led by Valentine Lourdes, whose expertise allows me to focus on sales and client relationships while complex technical needs are handled efficiently.
Q: How do you ensure client satisfaction?
Ensuring client satisfaction goes beyond delivering an outstanding product. We have a fantastic backend team, and our support service operates at a very high level, which makes a huge difference for clients. This often turns customers into true Hoteza evangelists. We can’t afford mistakes, and we need to keep developing and increasing speed in this constantly changing market without losing quality.
Q: How do you balance work and personal life?
I’d describe myself as a mix of family and work. I grew up surrounded by colours and try to consciously stay positive, colouring my own life even during challenging times. I love carving out time for creative pursuits — gardening, painting, and exploring different art forms. Watercolours for landscapes and knife painting for portraits were once my favourites, and more recently, I’ve been immersing myself in mosaic art, pottery, and ceramics, still learning and experimenting as I go.
Traveling is another passion — exploring new places solo and seeking out adventure sports gives me a fresh perspective and pushes me out of my comfort zone. I also enjoy discovering local cuisine wherever I go, often trying to recreate those dishes when I return. These experiences, together with my creative hobbies, bring balance, inspiration, and joy to my life.
Q: What advice would you give to those who would like to become a part of the Hoteza team?
My advice for anyone looking to join the Hoteza team is to be persistent, stay curious, and embrace continuous learning. Keep an open mind, stay self-motivated, and maintain discipline — these qualities are essential. If you cultivate them, you can become a truly valuable asset to Hoteza, and your contributions will be recognized and appreciated.