Prabhanjan Gururaj

Examiner
DISC Type : cs

Director, Solutions Engineering, R&D at Fortanix

San Francisco Bay Area, United States

Overview

Prabhanjan is the Director of Solutions Engineering at Fortanix, specializing in Confidential AI and Data Security. He leads global teams to deliver revenue-generating solutions, drawing on his experience from R&D roles at HPE and IBM Labs. He holds a Masters degree from IIT, Kanpur and is a Google Cloud Certified Professional Cloud Architect.

Colleagues describe Prabhanjan as a highly skilled, innovative, and excellent team player who excels at handling complex technical issues. He is an active contributor in his field, having co-authored multiple research papers and blogs on data security and machine learning.

He holds nine patents in emerging technology areas, including Blockchain, federated networks, and data availability.

Personality Overview

Status Quo Seeker

Unexpressive

Process Oriented

They are always well-planned and adopt a systematic approach.  They are heavily focused on quality and prefer doing things the right way, even if it takes time. Being observant comes to them naturally.

Topics They Care About

Confidential AI
His current role and recent posts focus on enabling AI on sensitive data that cannot be moved, particularly in finance and healthcare, using confidential computing.
Data Security
His core expertise involves protecting data in use. He writes extensively on encryption, tokenization, and key management, especially for cloud environments like AWS SageMaker.
Blockchain Technology
He holds multiple patents related to Distributed Ledger Technology and has a background in leading innovation initiatives in permissioned blockchains at Hewlett Packard Enterprise.

Media Appearances

Prabhanjan has no verified media appearances

Work History

3-2024
Director, Solutions Engineering, R&D at Fortanix
1-2022 - 3-2024
Solutions Engineering Manager at Fortanix
6-2021 - 1-2022
Senior Solutions Engineer at Fortanix
12-2015 - 6-2021
R&D Specialist at Hewlett Packard Enterprise
10-2010 - 12-2015
R&D Engineer at IBM Systems

Education

Master's degree from Indian Institute of Technology, Kanpur
Bachelor's degree from Amrita Vishwa Vidyapeetham

More Information

Social Presence :

Prographics :

Exp : 15 Location : San Francisco Bay Area, United States Job Level : Mid-senior Designation : Director, Solutions Engineering, R&D at Fortanix
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Insights For Selling To Prabhanjan

During A Call Or A Meeting

DO's

  • Expect them to be slow and cautious, encourage them to ask more questions
  • Ask them which other stakeholders would be important for this purchase decision
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them

DONT's

  • Don't push them too hard to make fast decisions, give them time
  • Don't rely on relationship building even if they act pleasantly
  • Avoid getting into storytelling mode, especially when they ask specific questions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Prabhanjan is

  • Proof of usage by others in the industry, case studies showing ROI are likely to work the best with them.
  • Will you ever get a clear answer from Prabhanjan

  • They don’t say no often, they push out the decisions or keep going around in circles.

Insights For Deal Planning

    How fast (or slow) will Prabhanjan move?

  • They are some of the slowest movers and take their time reaching decisions.
  • Can Prabhanjan take some risk or not?

  • They have very low acceptance of risk even if they do not say it directly.

You And Prabhanjan

Personality Compatibility


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