Gaurav Kathotia

Pioneer
DISC Type : SDI

Vice President at SAP

Bengaluru, Karnataka, India

Overview

Gaurav Kathotia is a seasoned Vice President at SAP with over 21 years of experience in services delivery, consulting, and value management, particularly within Consumer Industries and Supply Chain. An alumnus of XLRI Jamshedpur and RV College of Engineering, colleagues describe him as a "standout talent" with "excellent people management skills" and "logical thinking. "

He currently serves as the Program Manager for the RISE with SAP Methodology, a key strategic initiative focused on guiding customers through their cloud transformation journeys.

Personality Overview

Decisive But Friendly

Dynamic But Sincere

Driven But Considerate

They combine a unique set of diverse traits where they are fast and friendly but can slow down to be thorough when needed  They have the unique ability to win both love and respect from their team (or outsiders) If they are convinced, they can become very strong champions for your product

Topics They Care About

Value-Centric Strategy
His career focus is on architecting 'Value-Centric' go-to-market strategies and transformation programs that enhance revenue and profitability for customers.
Cloud Transformation
As VP of Cloud ERP and Program Manager for RISE with SAP, he is deeply involved in helping customers transition to a cloud operating model with confidence.
Early Talent Recruitment
He is actively involved in SAP's recruitment drives at top business schools like IIM Trichy and Symbiosis Pune, engaging with the next generation of talent.

Media Appearances

Gaurav has no verified media appearances

Work History

4-2024
Vice President at SAP
6-2023
Head, Business Office at SAP
12-2022
Consulting Manager Nearshore Malaysia, Cloud ERP, SAP CS&D at SAP
1-2022 - 5-2022
Senior Director (Value Practitioner) at SAP Global Industry and Value Advisory
10-2019 - 12-2021
Senior Director & Business Architect, Customer Value & Success at SAP S/4HANA GTM

Education

2003 - 2005
MBA from XLRI Jamshedpur
1997 - 2001
BE from RV College Of Engineering

More Information

Social Presence :

Prographics :

Exp : 10 Location : Bengaluru, Karnataka, India Job Level : Senior Designation : Vice President at SAP
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Insights For Selling To Gaurav

During A Call Or A Meeting

DO's

  • Mostly stick to your standard pitch and qualifying script, but add some stories or anecdotes to it
  • Keep your pitch focused on the impact but nurture the relationship too
  • Use phrases like ‘your decision will’, ‘you will impact’ etc.

DONT's

  • Don't lean very heavily into providing too much information, sharing whitepapers etc.
  • Avoid focusing only on the product or its ROI, keep building trust subtly
  • Don’t be very informal during the early interactions even if they are being so themselves

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Gaurav is

  • Nothing less than a strong combination of proof of results, relationship and high levels of professionalism is effective with them.
  • Will you ever get a clear answer from Gaurav

  • They can say no while staying friendly, but can also be pursuaded to reconsider

Insights For Deal Planning

    How fast (or slow) will Gaurav move?

  • They are generally fast movers and can take quick decisions
  • Can Gaurav take some risk or not?

  • They have high risk-appetite but can get ahead of themselves once in a while. Observe carefully

You And Gaurav

Personality Compatibility


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