Monisha Nariani

Evaluator
DISC Type : dcs

Head of Sales Transformation at IBM

New York, New York, United States

Overview

Monisha Nariani is a global executive at IBM leading Sales Transformation, with over 20 years of experience driving growth and technology modernization at firms like U. S. Bank and Citi. She is a transformation leader with a stellar record of delivering business growth amidst disruption. Monisha holds a Bachelor of Arts from Wesleyan University.

A native New Yorker, Monisha is deeply involved in her community, serving on the boards of the Center for an Urban Future and the Coro New York Leadership Center. She is passionate about empowering women, supporting youth, and creating a more equitable city. She lives in Manhattan with her husband and two sons.

She is a recipient of the "Outstanding 50 Award in Business" and co-chaired Citis 3, 000-member Asian Diversity and Inclusion Network.

Personality Overview

Thorough Evaluator

Hard To Convince

Quality Focused

They focus on the results, but can still be quite procedural and analytical about how to get there  They are not very likely to become strong advocates of your product or service They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical

Topics They Care About

Sales Transformation
Currently leads Sales Transformation for IBM and previously led transformation and sales enablement for 12. 1 million customers at U. S. Bank.
Enterprise Transformation
Her career has focused on leading enterprise transformations and technology modernization in regulated environments like banking and technology.
Women's Empowerment
She is a fellowship alumna of the 92NY Women inPower program, which is dedicated to helping senior-level women advance in their careers.

Media Appearances

Monisha has no verified media appearances

Work History

11-2025
Head of Sales Transformation at IBM
9-2023
Transformation, Strategy, and Sales Enablement Head at U.S. Bank
9-2023 - 9-2025
Head of Transformation, Strategy, Sales Enablement at U.S. Bank
4-2020 - 9-2023
Chief Operating Officer at Citi
2-2015 - 3-2020
Global Head of Reputation Management, Fairness, and Customer Trust at Citi

Education

1995 - 1999
Bachelor of Arts - BA from Wesleyan University

More Information

Social Presence :

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Exp : N/A Location : New York, New York, United States Job Level : N/A Designation : Head of Sales Transformation at IBM
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Insights For Selling To Monisha

During A Call Or A Meeting

DO's

  • Help them weigh the risks by sharing objective proof points instead of anecdotes and examples
  • Use phrases like ‘the ROI of this’, ‘X% more’ etc.
  • Be prepared for comments or questions that are critical of your product or your claims

DONT's

  • Avoid making strong statements, instead invite them to agree with you by asking them questions
  • Don’t nudge them to do something by using the logic that others have done the same
  • Avoid inviting them for any social interactions until you have built some rapport with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Monisha is

  • ROI matters the most to them, followed by process and finally proof of results
  • Will you ever get a clear answer from Monisha

  • They might hesitate a little, but will go ahead and say no when necessary (or asked)

Insights For Deal Planning

    How fast (or slow) will Monisha move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Monisha take some risk or not?

  • They have relatively low risk-appetite and are not very likely to go for something unproven and risky

You And Monisha

Personality Compatibility


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