Abhijit (Abhi) Abhyankar

Critic
DISC Type : C

Partnerships Alliances & Channel Head for APJ at Darktrace

The Rocks, New South Wales, Australia

Overview

As Head of Partnerships for APJ at Darktrace, Abhijit leverages over two decades of experience to drive the adoption of CyberAI. He recently led Darktraces transformation to a 100% channel-focused GTM strategy. People who have worked with him describe him as optimistic, innovative, a go-getter, and entrepreneurial, with excellent communication skills.

Abhijit is a proud father, recently celebrating his daughters acceptance into Columbia University. Known for his "wicked sense of humour, " he brings energy and fun to his professional relationships. He once took a dedicated career break to find and pursue his "Ikigai, " a Japanese concept for ones purpose in life.

Unique Fact: He spearheaded the complete transformation of Darktraces APJ sales model from less than 10% partner-led to 100% in under two years.

Personality Overview

ROI Driven

Precise

Objective Thinker

They enjoy working alone and do not rely on others very often.  They prefer to do logical analysis and value evidence over emotions. They are quite likely to negotiate on pricing or other key terms.

Topics They Care About

Channel Transformation
He recently led the strategic shift for Darktrace in APJ, moving from a direct sales model to a 100% partner-led GTM strategy to increase market reach.
Strategic Alliances
His role is centered on building a robust partner ecosystem, forging strong relationships with companies like Microsoft and DXC Technology to enhance customer value.
CyberAI Adoption
He is focused on leveraging channel networks to bolster the adoption of Darktrace's cutting-edge CyberAI technology across the Asia-Pacific and Japan region.

Media Appearances

Darktrace Bolsters APJ Senior Leadership Team with Promotion of Abhi Abhyankar to Head of Partnerships, Alliances & Channel. Featured in KBI Media

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Darktrace bolsters APJ senior leadership team with promotion of Abhi Abhyankar to Head of Partnerships, Alliances & Channel. Featured in Darktrace (official news site)

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Darktrace head of Partnerships, Alliances & Channel APJ interview. Featured in CRN Australia

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Work History

1-2025
Partnerships Alliances & Channel Head for APJ at Darktrace
1-2024 - 2-2025
Partnerships Alliances & Channels Head ANZ at Darktrace
11-2023 - 1-2024
Personal goal pursuit at Career Break
4-2010 - 10-2023
Vice President of Sales at Mphasis
5-2008 - 4-2010
Director Sales ANZ at Birlasoft

Education

2016 - 2016
Sales Process and Design Thinking from UC Berkeley Extension
1990 - 1995
Bachelor of Engineering from Maharashtra Institute of Technology

More Information

Social Presence :

Prographics :

Exp : 30 Location : The Rocks, New South Wales, Australia Job Level : N/A Designation : Partnerships Alliances & Channel Head for APJ at Darktrace
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Insights For Selling To Abhijit (Abhi)

During A Call Or A Meeting

DO's

  • Use phrases like ‘expect X% improvement’, ‘data clearly shows’ etc.
  • Be ready for penetrating questions and critical examination of your pitch
  • Tell them what ROI they can expect

DONT's

  • Avoid phrases like ‘trust me’, ‘others just love’ etc.
  • Don’t rush them till they have clearly gotten all the necessary information
  • Avoid pushing them too much to involve other stakeholders unless it is critical

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Abhijit (Abhi) is

  • Strong evidence of ROI, effective pricing, and proven data points matter the most to them.
  • Will you ever get a clear answer from Abhijit (Abhi)

  • It is not very hard for them to say no if they are not convinced about the decision.

Insights For Deal Planning

    How fast (or slow) will Abhijit (Abhi) move?

  • They are neither the fastest nor the slowest decision makers, they are somewhere in the middle.
  • Can Abhijit (Abhi) take some risk or not?

  • They can bear some risk if their analysis backs the decision.

You And Abhijit (Abhi)

Personality Compatibility


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