Dhara Tanwani

Researcher
DISC Type : Cs

Senior Director, Business Systems at Pendo.io

San Francisco Bay Area, United States

Overview

Dhara Tanwani is the Senior Director of GTM Business Systems at Pendo. io, bringing over 14 years of experience in business technology and change management. A graduate of NYU with a Masters degree, she holds certifications as a Salesforce Administrator and a Change Manager, specializing in the full CRM product lifecycle.

She led the successful transformation of the Channel Sales management and support systems during her tenure at Commvault.

Personality Overview

Cost Conscious

Detail Oriented

Perfectionist

They are quite aware of their needs and limitations, so they are unlikely to over-promise.  They are always well-planned and adopt a systematic approach. They do not like taking risks at all and go for proven options in the end.

Topics They Care About

GTM Systems
Her career is centered on building, implementing, and scaling Go-To-Market systems to support and enhance sales and business operations.
AI in Sales Tech
Actively hiring for her team to explore and integrate AI-driven solutions, indicating a forward-looking approach to sales technology.
Agile Methodologies
Emphasizes the use of Agile methodologies for her teams, highlighting its importance in job postings for systems-focused roles.

Media Appearances

Dhara has no verified media appearances

Work History

9-2021
Senior Director, Business Systems at Pendo.io
9-2021
Senior Manager, Business Systems at DoorDash
Director, IT Business Systems & Change Management at Golub Capital
Senior Manager, GTM Systems & Analytics at Commvault
Senior Consultant - GTM Systems at Tectonic, an insight2action technology services company

Education

Master's degree from New York University
Bachelor's degree from University of Mumbai

More Information

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Exp : 4 Location : San Francisco Bay Area, United States Job Level : Senior Designation : Senior Director, Business Systems at Pendo.io
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Insights For Selling To Dhara

During A Call Or A Meeting

DO's

  • Use phrases like 'results based on data', 'measurable proof', 'X% growth' etc.
  • Preferably use email to follow up with them instead of phone or Linkedin, engage by asking question or opinions
  • If they are not asking many questions, nudge them to ask questions rather than just starting to talk yourself

DONT's

  • Avoid winging it with them particularly, answer a question only if you know the answer well
  • Do not sound overly eager, modulate your energy levels especially if you are generally enthusiastic
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Dhara is

  • Proof of usage by others in the industry, case studies showing ROI are likely to work the best with them.
  • Will you ever get a clear answer from Dhara

  • They are unlikely to say no, it's better to stop yourself once you have exhausted all the options.

Insights For Deal Planning

    How fast (or slow) will Dhara move?

  • They are some of the slowest movers and take their time reaching decisions.
  • Can Dhara take some risk or not?

  • They have very low acceptance of risk even if they do not say it directly.

You And Dhara

Personality Compatibility


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