Pankaj Sarin

Examiner
DISC Type : sc

Senior Director at Dell Technologies

Gurugram, Haryana, India

Overview

Pankaj is a Senior Director at Dell Technologies, where he manages strategic telecommunications partnerships across the APJ region. An MBA from the FORE School of Management, he is an expert in creating win-win alliances and channels within the IT security industry. People who have worked with him often describe him as dedicated, innovative, and goal-oriented.

Outside of his corporate role, Pankaj has demonstrated a strong entrepreneurial drive. He is the co-founder and partner of a separate business venture, Adita- The First Roo, showcasing his passion for building businesses from the ground up and his interests beyond the technology sector.

He is the co-founder of a business, showcasing his entrepreneurial spirit alongside his senior corporate leadership role.

Personality Overview

Status Quo Seeker

Process Oriented

Overcautious

They are thorough and always follow a systematic approach.  Being observant comes to them naturally. The only way to convince them is by showing them examples and ample proof.

Topics They Care About

Telco Partnerships
His current role is centered on managing and developing strategic alliances with telecommunications partners in the Asia-Pacific and Japan region for Dell.
Channel Development
He has a proven history of creating and revitalizing channel networks to drive business growth, as highlighted by his accomplishments at A10 Networks.
Mobile Industry
He shows a keen interest in the evolution of mobile technology and its ecosystem, indicated by his planned attendance at Mobile World Congress (MWC).

Media Appearances

Pankaj has no verified media appearances

Work History

9-2025
Senior Director at Dell Technologies
7-2023 - 10-2025
Co-Founder & Partner at Adita- The First Root
4-2023 - 6-2023
Senior Regional Director Alliance & Channels APAC at A10 Networks, Inc
2-2022 - 3-2023
Senior Regional Director - Alliances & Channels APAC at A10 Networks, Inc
4-2021 - 1-2022
Senior Regional Director - Global Strategic Alliances at A10 Networks, Inc

Education

1998 - 2000
Master of Business Administration (MBA) from FORE School of Management, New Delhi
Education details unavailable from Sri Venkateswara College - Delhi University; New Delhi

More Information

Social Presence :

Prographics :

Exp : 25 Location : Gurugram, Haryana, India Job Level : Senior Designation : Senior Director at Dell Technologies
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Insights For Selling To Pankaj

During A Call Or A Meeting

DO's

  • Expect them to be slow and cautious, encourage them to ask more questions
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them
  • Expect them to be vague in response to your questions, ask firmly and pointedly

DONT's

  • Don't push them too hard to make fast decisions, give them time
  • Avoid getting into storytelling mode, especially when they ask specific questions
  • Don't be very accepting if that is your natural style, stay firm

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Pankaj is

  • Low-risk, adoption by others are very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Pankaj

  • They are unlikely to say no, it's better to stop yourself once you have exhausted all the options.

Insights For Deal Planning

    How fast (or slow) will Pankaj move?

  • They do not like to rush and therefore can be quite slow in their decision-making.
  • Can Pankaj take some risk or not?

  • They have little risk-appetite and prefer to take measured decisions.

You And Pankaj

Personality Compatibility


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