Pankaj Patil

Observer
DISC Type : ci

Account Director at Arista Networks

Mumbai, Maharashtra, India

Overview

Pankaj Patil is an Account Director at Arista Networks with over 25 years of experience, primarily in the telecom sector. He specializes in developing cost-effective IT and telecom solutions, technology procurement, and managing global vendor relationships. Colleagues and partners describe him as confident, technically sound, and extremely detail-oriented in negotiations.

He has completed executive education in negotiation and leadership at Harvard Law School.

Personality Overview

Assertive

Curious

Example Seeker

They often ask many questions and rely heavily on information and documentation.  They can sound friendly and charming but can quickly change gears to become inquisitive and probing. They are generally strong communicators and are not easy to convince.

Topics They Care About

Telecom Procurement
Has over two decades of experience leading procurement for global telecom networks, including submarine, IP, and data center equipment.
Cost Optimization
His career highlights include successfully leading cost optimization programs and solving complex technology procurement challenges to deliver value.
Vendor Relationships
He has extensive experience nurturing and managing global, cross-cultural vendor relationships throughout his career in the telecom sector.

Media Appearances

Pankaj has no verified media appearances

Work History

3-2025
Account Director at Arista Networks
7-2022 - 11-2024
Customer Success Executive at Cisco
2-2021 - 10-2021
Sales and BD Consultant for Ciena at Persolkelly India Private Limited
10-2012 - 11-2020
Vice President at Global Cloud Xchange (FORMERLY RELIANCE GLOBALCOM LIMITED)
2-2006 - 9-2012
General Manager at Reliance Communications

Education

Negotiation & leadership M from Harvard Law School Executive Education
Negotiation Master Class from Harvard Law School Executive Education

More Information

Social Presence :

Prographics :

Exp : N/A Location : Mumbai, Maharashtra, India Job Level : N/A Designation : Account Director at Arista Networks
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Insights For Selling To Pankaj

During A Call Or A Meeting

DO's

  • Build rapport, it will come handy to handle hard questions later
  • Focus on immediate action-items rather than the larger goals
  • Help them understand the risk aspect fully while inspiring confidence

DONT's

  • Don’t brush off any concerns, take all questions seriously
  • Don’t be too objective but make sure to pad your storytelling with data points
  • Don’t rely excessively on your relationship with them to win the deal

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Pankaj is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Pankaj

  • They are practical yet friendly, don’t expect a clear no very often.

Insights For Deal Planning

    How fast (or slow) will Pankaj move?

  • They like to analyze well and then make their decisions.
  • Can Pankaj take some risk or not?

  • They systematically evaluate all decisions and are unlikely to take many risks.

You And Pankaj

Personality Compatibility


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