Kushal Shah

Captain
DISC Type : DS

Senior Director Sales at Capgemini

Gurugram, Haryana, India

Overview

Kushal is a technology sales leader with 22 years of experience driving growth and transformation at firms like Salesforce, Infosys, and Ascendion, now serving as a Senior Director at Capgemini. An alumnus of IIM Ahmedabad, he specializes in GTM strategy and SaaS solutions, particularly within the financial services industry.

There is no publicly available information regarding Kushals personal life or hobbies.

Interesting fact: He earned the "FY23 Highest Attainment" award, underscoring his exceptional sales performance and leadership.

Personality Overview

Consummate Professional

Planner & Achiever

Output-Driven

Reading between the lines and seeing beyond your words comes naturally to them.  They might take some time to make their mind up but once they do, they don't change it easily. They exhibit a rare combination of being result-oriented but patient at the same time.

Topics They Care About

AI-driven Transformation
His recent professional focus involves driving business transformation and innovation led by AI, especially in partnership with platforms like ServiceNow.
Go-to-Market Strategy
A core theme in his career, he has extensive experience developing and executing GTM strategies to drive revenue growth and expand market presence.
SaaS for Financial Services
With significant experience at Salesforce and a focus on the BFSI sector, he has deep expertise in selling complex SaaS solutions to financial institutions.

Media Appearances

Kushal has no verified media appearances

Work History

7-2025
Senior Director Sales at Capgemini
6-2024 - 3-2025
Senior Vice President - Head India Markets | Head APAC CXE at Ascendion
2-2023 - 6-2024
Regional Services Sales Director - BFSI at Salesforce
7-2019 - 2-2023
Director Sales- Banking and Financial Services at Salesforce
1-2017 - 6-2019
Director & Client Partner at Capgemini

Education

2001 - 2003
PGDBM from Amity University
2020 - 2020
Executive Certificate Programme from Indian Institute of Management Ahmedabad

More Information

Social Presence :

Prographics :

Exp : 22 Location : Gurugram, Haryana, India Job Level : Senior Designation : Senior Director Sales at Capgemini
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Insights For Selling To Kushal

During A Call Or A Meeting

DO's

  • Stick to your standard pitch and qualifying script, don't try to wing it
  • During followups, use phone or text if needed, they should be fine
  • Suggest clear next steps with confidence, don't be vague or hesitant

DONT's

  • Don't take their patience for granted, avoid long-winding sermons
  • Don't go over them unless you are left with no other option
  • Don't shy away from asking hard questions, but be extra polite

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Kushal is

  • Strong proof of impact and their conviction will matter the most, but they wouldn't want to act unilaterally either
  • Will you ever get a clear answer from Kushal

  • They will say no if they are not convinced but you will have to prompt them.

Insights For Deal Planning

    How fast (or slow) will Kushal move?

  • They will want to understand things well but can move fast once they have a clear picture.
  • Can Kushal take some risk or not?

  • They have good risk tolerance but are likely to think it through once or twice.

You And Kushal

Personality Compatibility


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