Pankaj Panday

Captain
DISC Type : DS

BDM- Partnerships & Strategic Alliances at Zoho

Bengaluru, Karnataka, India

Overview

Pankaj is a seasoned business development manager at Zoho with over 15 years of experience in IT and SaaS. An MBA graduate from IIM Kozhikode, he specializes in strategic partnerships and enterprise sales. Colleagues describe him as hardworking, professional, and sharp.

He shows a keen interest in social impact, particularly around education and empowerment in rural India. He has highlighted volunteer-driven initiatives helping underprivileged students, indicating a passion for grassroots-level change and homegrown success stories.

As part of a previous team, he won the Gold Award from SuperStartup Asia in 2019, recognizing excellence in the Asian start-up world.

Personality Overview

Output-Driven

Consummate Professional

Long-Term Thinker

They are very professional in their approach and can weigh multiple perspectives together.  They might take some time to make their mind up but once they do, they don't change it easily. Reading between the lines and seeing beyond your words comes naturally to them.

Topics They Care About

Strategic Alliances
His current role at Zoho involves managing partnerships with national distributors and Global System Integrators (GSIs) across the APAC region.
Indigenous Technology
He expresses pride in Indian leaders adopting "Swadeshi" (indigenous) technology platforms like Zoho, highlighting a belief in national tech innovation.
Enterprise SaaS
His career spans 15 years in the IT sector, with a consistent focus on enterprise sales, business development, and growing business volume in the SaaS space.

Media Appearances

Pankaj has no verified media appearances

Work History

5-2024
BDM- Partnerships & Strategic Alliances at Zoho
3-2022 - 4-2024
National Product Manager/Business Manager at Savex Technologies Pvt. Ltd
9-2015 - 3-2022
Senior Sales and Marketing Manager at VIGYANLABS
3-2014 - 8-2015
Manager-Business Development at Computer Exchange Pvt Ltd
7-2010 - 2-2014
Manager Business Development at NCS COMPUTECH LTD

Education

11-2019 - 3-2022
Master of Business Administration - MBA from Indian Institute of Management, Kozhikode
2004 - 2008
B.Tech; Academy of Technology from W.B.U.T Affiliated To A.I.C.T.E

More Information

Social Presence :

Prographics :

Exp : 17 Location : Bengaluru, Karnataka, India Job Level : N/A Designation : BDM- Partnerships & Strategic Alliances at Zoho
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Insights For Selling To Pankaj

During A Call Or A Meeting

DO's

  • Let them know of potential risks but suggest mitigation methods alongside
  • You can spend time on BANT (or other qualification methodology) but keep it to the point
  • During followups, use phone or text if needed, they should be fine

DONT's

  • Don't shy away from asking hard questions, but be extra polite
  • Don't take their patience for granted, avoid long-winding sermons
  • Avoid putting conscious effort into relationship-building

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Pankaj 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 Pankaj

  • 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 Pankaj move?

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

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

You And Pankaj

Personality Compatibility


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