Dhiwakar Kusuma

Questioner
DISC Type : c

Sr. Technical Partner Manager at GitHub

Bengaluru, Karnataka, India

Overview

Dhiwakar Kusuma is a Senior Technical Partner Manager at GitHub, focused on maximizing customer ROI for top Global Systems Integrators in India. He is a passionate technologist and AI enthusiast with expertise in DevSecOps adoption challenges. He holds a Master of Computer Applications and an Azure Data Scientist Associate certification.

He is a passionate advocate for AI and its transformative potential across industries, frequently sharing his knowledge through workshops and speaking engagements at technical events and universities. Dhiwakar enjoys engaging with the tech community, collaborating with colleagues, and exploring new developments in AI.

He delivered the keynote address at the BGSW DevOps Day 2025 hosted by Bosch.

Personality Overview

Cautious & Analytical

Not Easily Convinced

Systematic

They are more likely than others to negotiate on pricing and terms.  They prefer to fully evaluate every situation. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

AI-Driven Development
Showcases a deep interest in AI's role in development through posts on GitHub Copilot, Claude Sonnet 4. 5, and promoting open-source tools like 'spec-kit'.
DevSecOps Adoption
His core role involves guiding strategic partners in India through the challenges of implementing and scaling DevSecOps practices to enhance security and efficiency.
Maximizing Tech ROI
His professional mission is to help customers maximize their return on investment, making this a central theme in his customer success and partner management roles.

Media Appearances

Dhiwakar has no verified media appearances

Work History

6-2024
Sr. Technical Partner Manager at GitHub
12-2021 - 6-2024
Sr. Customer Success Architect at GitHub
6-2021 - 11-2021
Solution Architect at GitHub
1-2019 - 5-2021
Principal Architect at Cognizant
6-2004 - 12-2018
Manager at Accenture

Education

4-2000 - 6-2003
MCA from MKU

More Information

Social Presence :

Prographics :

Exp : 21 Location : Bengaluru, Karnataka, India Job Level : Middle Designation : Sr. Technical Partner Manager at GitHub
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Insights For Selling To Dhiwakar

During A Call Or A Meeting

DO's

  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Tell them that you will come back if you don’t have a good answer for a question
  • If you have a lower priced product compared to the competition, call out the same

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Avoid rushing them, be polite and patient

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Dhiwakar is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Dhiwakar

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Dhiwakar move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Dhiwakar take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Dhiwakar

Personality Compatibility


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